Head of B2B Partnerships & Distribution at Kanda Cosmetics and Natural Products Limited

THE ROLE (SUMMARY)

• You will own Kanda Natural’s B2B growth: sourcing and onboarding retail partners and distributors, managing key accounts, co-creating trade marketing programs, and ensuring consistent distribution and sell-through. This is a senior, hands-on role for someone who can both strategize and execute.

KEY RESPONSIBILITIES

• Own new business for retail, wholesale, hospitality, and institutional channels (spas, beauty stores, pharmacies, hotels, corporate gifting).
• Source, onboard, and manage distributors, stockists and regional wholesalers; negotiate commercial terms and SLAs.
• Build and maintain long-term, trust-based relationships with key accounts and channel partners.
• Develop and execute territory go-to-market plans and channel-specific sales strategies.
• Work with marketing to create trade/promotional kits, POP displays, training for retail staff, and joint promotions.
• Represent Kanda at trade shows, buyer meetings and B2B events.
• Train and enable distributor teams and retail staff on product benefits, merchandising and conversion techniques.
• Track performance (sell-in, sell-through, returns, stock levels) and produce regular pipeline and performance reports.
• Identify opportunities for channel expansion (e.g., pharmacies, supermarket chains, corporate partnerships) and new revenue streams (private label, subscription, exports).
• Ensure customer service and logistics handoffs operate smoothly with fulfilment partners.

WHAT SUCCESS LOOKS LIKE (KPIS)

• 5-10 new stockists /10-15 new distribution points in first 6 months.
• Achieve monthly/quarterly sales targets.
• Maintain 70% sell-through rate within 60 days.
• Achieve atleast one reorder per quarter per active distributor.
• Establish poresence in Lagos, Abuja, Kano, and Port Harcourt within 6-9 months.

REQUIRED EXPERIENCE & PROFILE

• We are seeking a candidate with a strong demonstrable background — the more relevant and senior the experience, the better.

ESSENTIALS:

• 5+ years in B2B sales, distribution management, channel development or trade marketing — 3+ years in a managerial or senior-exec capacity.
• Proven track record in managing distributors/stockists, negotiating commercial terms, and scaling channels in Nigeria (experience across two or more regions or cities preferred).
• Experience in beauty/skincare, personal care, FMCG, or retail distribution, with knowledge of retail buying cycles and merchandising.
• Demonstrated ability to build pipelines, close commercial agreements and meet/exceed sales targets.
• Hands-on familiarity with distributor KPIs, order management, and basic P&L commercial logic.
• Strong network of retail/ distributor contacts in Nigeria — pharmacies, beauty chains, concept stores, hospitality procurement or FMCG distributors is a plus.
• Excellent negotiation, presentation and people-management skills.
• Comfortable with field travel and store-level activations.

NICE-TO-HAVE:

• Experience running trade marketing campaigns, POS programs or retailer staff training.
• Exposure to export channels or cross-border distribution in West Africa.
• CRM / distribution management system experience (e.g., Zoho, HubSpot, TradeGecko, or similar).
• Experience managing a sales team or distributor network of 3+ field reps.
• Formal qualification in business, marketing, or related field.

PERSONAL ATTRIBUTES & COMPETENCIES

• Strategic thinker who can also be hands-on in execution.
• Data-driven: uses numbers to inform channel strategy and decisions.
• Entrepreneurial, resourceful and resilient.
• Collaborative — works well with marketing, ops and fulfilment teams.
• Strong interpersonal and training skills for partner enablement.

WHAT WE OFFER

• ₦250,000 base + competitive commission (uncapped).
• Flexible hybrid/remote working with field-based responsibilities.
• Career growth in a fast-scaling, women-led, sustainability-focused brand.
• Resources, training and support to succeed.