The Border Trade Manager will be responsible for driving cross-border business growth by identifying and acquiring new customers from neighbouring markets, increasing sales through Yalelo border stores and developing larger wholesale, retail, distributor, HORECA and institutional customers.

The role will build sustainable cross-border sales channels, develop new markets, strengthen customer relationships and deliver agreed sales volume, revenue and customer-growth targets.

Responsibilities or duties

• Identify, prospect and onboard new customers within targeted cross-border markets, building a strong and sustainable customer pipeline;
• Increase cross-border customer traffic, sales volumes and repeat purchases through Yalelo border stores;
• Develop relationships with wholesalers, distributors, retailers, traders, HORECA operators and institutional customers;
• Conduct regular customer and market visits to identify new business opportunities and strengthen relationships with existing customers;
• Develop larger-volume customers with the potential to become structured export, wholesale or distribution accounts;
• Deliver agreed monthly sales volume, revenue, customer-acquisition and market-development targets;
• Develop sales forecasts and market plans while monitoring performance and implementing corrective actions where required;
• Gather and report market intelligence on competitor pricing, product availability, customer preferences, demand trends and emerging opportunities;
• Work closely with border-store teams, Sales Operations, Supply Chain, Logistics, Finance and Marketing to support product availability and effective customer fulfilment;
• Ensure all business is conducted within approved pricing, margin, payment, credit and commercial guidelines;
• Maintain accurate customer records, opportunity pipelines, sales forecasts and activity reports, ensuring information is submitted within agreed timelines;

Qualifications or requirements 

• Must have skills
• Cross-border business development and market expansion New customer acquisition and customer relationship management Territory and sales target management Sales forecasting and customer pipeline management Commercial negotiation and account development Market intelligence, competitor analysis and opportunity identification Customer retention and sales-volume growth Strong stakeholder engagement and cross-functional coordination
• Good to have skills
• Commercially driven and results-oriented Proactive, entrepreneurial and opportunity-focused Customer-focused with strong relationship-building skills Confident, persuasive and able to negotiate effectively Self-motivated and able to work independently across multiple markets Resilient and adaptable in changing market conditions Organised with strong planning and execution discipline Accountable, professional and committed to delivering results

Experience needed

• Bachelor’s degree in Business Administration, Sales, Marketing, Commerce or a related field;
• Minimum of five years’ experience in sales, business development, territory management, key-account management or a related commercial role;
• Experience in FMCG, food, agriculture, wholesale, distribution or cross-border trade will be an added advantage;
• Demonstrated experience in developing new markets, acquiring customers and achieving sales targets;
• Strong understanding of sales planning, customer development and commercial negotiations;
• Good understanding of cross-border trade and regional market dynamics will be an added advantage;
• Strong analytical, sales forecasting and reporting skills;
• Working knowledge of Microsoft Excel, Word, PowerPoint, Outlook and relevant sales-reporting tools;
• Strong written and verbal English; ability to communicate in additional Zambian or regional languages will be an added advantage;
• A valid driver’s licence is required.

• Identify, prospect and onboard new customers within targeted cross-border markets, building a strong and sustainable customer pipeline;
• Increase cross-border customer traffic, sales volumes and repeat purchases through Yalelo border stores;
• Develop relationships with wholesalers, distributors, retailers, traders, HORECA operators and institutional customers;
• Conduct regular customer and market visits to identify new business opportunities and strengthen relationships with existing customers;
• Develop larger-volume customers with the potential to become structured export, wholesale or distribution accounts;
• Deliver agreed monthly sales volume, revenue, customer-acquisition and market-development targets;
• Develop sales forecasts and market plans while monitoring performance and implementing corrective actions where required;
• Gather and report market intelligence on competitor pricing, product availability, customer preferences, demand trends and emerging opportunities;
• Work closely with border-store teams, Sales Operations, Supply Chain, Logistics, Finance and Marketing to support product availability and effective customer fulfilment;
• Ensure all business is conducted within approved pricing, margin, payment, credit and commercial guidelines;
• Maintain accurate customer records, opportunity pipelines, sales forecasts and activity reports, ensuring information is submitted within agreed timelines;

• Cross-border business development and market expansion New customer acquisition and customer relationship management Territory and sales target management Sales forecasting and customer pipeline management Commercial negotiation and account development Market intelligence, competitor analysis and opportunity identification Customer retention and sales-volume growth Strong stakeholder engagement and cross-functional coordination
• Commercially driven and results-oriented Proactive, entrepreneurial and opportunity-focused Customer-focused with strong relationship-building skills Confident, persuasive and able to negotiate effectively Self-motivated and able to work independently across multiple markets Resilient and adaptable in changing market conditions Organised with strong planning and execution discipline Accountable, professional and committed to delivering results

• Bachelor’s degree in Business Administration, Sales, Marketing, Commerce or a related field;
• Minimum of five years’ experience in sales, business development, territory management, key-account management or a related commercial role;
• Experience in FMCG, food, agriculture, wholesale, distribution or cross-border trade will be an added advantage;
• Demonstrated experience in developing new markets, acquiring customers and achieving sales targets;
• Strong understanding of sales planning, customer development and commercial negotiations;
• Good understanding of cross-border trade and regional market dynamics will be an added advantage;
• Strong analytical, sales forecasting and reporting skills;
• Working knowledge of Microsoft Excel, Word, PowerPoint, Outlook and relevant sales-reporting tools;
• Strong written and verbal English; ability to communicate in additional Zambian or regional languages will be an added advantage;
• A valid driver’s licence is required.