Head of Sales & Marketing

Reports to: General Manager
Location: Kenya (Nairobi national travel)
Contract: Renewable
Job Summary Darandi is an agribusiness innovator pioneering a new approach to fertilizer production and soil regeneration. The company focuses on the local production of high-performance organic fertilizers using advanced technology, bringing globally validated innovation into local agricultural ecosystems. Headquartered in Nairobi, Kenya, Darandi has positioned Kenya as its continental launch pad and proof-of-concept market for Africa. The company is driven by the belief that Africa’s food security depends on healthy soils, local value addition, and farmer affordability. Darandi is reshaping how fertilizers are produced, distributed, and applied across Kenya and the region.
Role Overview Darandi is seeking a Head of Sales & Marketing to lead national market development, distributor expansion, and commercial execution for its biological fertilizer platform. The role owns the full commercial engine, including distributor recruitment, pricing discipline, demand generation, sales team leadership, and market expansion sequencing ensuring adoption is driven through evidence-based selling, controlled channel growth, and repeat purchase signals. This position is central to Darandi’s market-development strategy, where demonstration-led engagement and disciplined distribution execution are core growth levers.
Key Responsibilities Commercial Strategy & Market Expansion

• Lead Darandi’s national go-to-market strategy and sales rollout sequencing
• Identify priority crop systems, counties, and channel partners for phased expansion
• Ensure growth decisions are anchored in adoption data and repeat purchase signals

Distributor Network Development

• Recruit, onboard, and manage distributor partners nationwide
• Define distributor targets, margin frameworks, and sell-through discipline
• Maintain strict credit exposure controls and payment compliance

Demand Creation & Marketing Execution

• Lead demonstration-driven market development campaigns
• Oversee farmer outreach, field campaigns, and channel education programs
• Ensure marketing focuses on economic ROI and performance outcomes

Sales Team Leadership

• Manage Sales Agronomists and commercial field staff
• Set sales targets, territory allocation, and performance tracking
• Build structured reporting discipline and pipeline visibility

Pricing & Commercial Governance

• Maintain pricing discipline aligned with Darandi’s volume-led adoption strategy
• Monitor competitor pricing and market positioning
• Protect margin integrity and commercial sustainability

Requirements

• Degree in Agriculture, Agribusiness, Business, Marketing or related field,
• 8–12years commercial leadership experience in fertilizers / agro-inputs
• Proven success managing distributor-led sales networks
• Strong experience scaling new agricultural products into market
• Deep knowledge of Kenya agricultural value chains

Skills & Competencies

• Proven leadership in distributor-led agricultural sales networks
• Strong understanding of farmer adoption pathways and demonstration-driven demand creation
• Commercial discipline including pricing strategy, revenue forecasting, and credit management
• Deep knowledge of Kenya agricultural markets, cropping systems, and input distribution channels
• Demonstrated ability to lead and scale high-performing field sales teams
• Strong communication skills with the ability to translate technical agronomic concepts into commercial value propositions
• Strategic thinking combined with disciplined execution capability

Performance Measures

• National sales growth and market penetration
• Distributor sell-through and payment discipline
• Demo-to-adoption conversion rates
• Territory expansion aligned to rollout roadmap

Salary and Remuneration Negotiated based on experience.