Posted: 2026-08-19 23:59:30  Deadline: September 17, 2026   Full-time   Salary: Confidential

Java House is inviting applications from qualified candidates for the position of HORECA Sales Representative. The successful candidate will be responsible for driving revenue growth across HORECA and JOG channels, developing new business, growing existing customer accounts and sites, supporting coffee quality and training, and managing customer relationships, collections, and order fulfilment.

Position Details

Position: HORECA Sales Representative.
Employer: Java House.
Location: Nairobi, Kenya.
Experience: 5 years.
Vacancies: 1 (One) Position.

Key Responsibilities

Manage and grow a portfolio of HORECA accounts and JOG sites and host partners.
Build and maintain strong relationships with key decision makers across HORECA and JOG channels.
Identify, pitch, and convert new HORECA business opportunities and JOG kiosk and coffee-station locations.
Drive penetration in existing accounts and sites through additional stations, expanded menus, upselling, and cross-selling.
Track and follow up on tenders and business leads and maintain an updated prospect pipeline.
Deliver professional coffee demonstrations, cuppings, and tastings to prospective and existing customers.
Set up, dial in, and calibrate espresso and brewing equipment at JOG stations.
Uphold Java House coffee quality and presentation standards at HORECA accounts and JOG locations.
Train JOG site baristas, attendants, and partner staff on coffee preparation, equipment care, and serving standards.
Advise HORECA and JOG partners on menu integration, recipes, and brewing methods that grow sales.
Ensure accurate and timely order and supply management across HORECA accounts and JOG sites.
Ensure compliance with company credit policy and collect outstanding debts on time.
Provide input on customer credit terms based on risk assessment and performance.
Collaborate with Finance on payment allocation and credit and debit note issuance.
Develop and present quarterly promotional plans and sampling proposals.
Propose and implement branding, visibility, activations, and loyalty initiatives.
Participate in trade fairs, activations, barista showcases, and industry events.
Act as the primary point of contact for HORECA and JOG customer and partner enquiries.
Ensure complaints are logged, escalated, and resolved within 72 hours.
Submit weekly and monthly sales performance reports covering both channels.
Track customer and site retention, growth, and category performance.
Provide market insights, competitor activity, and customer and host feedback.
Represent the Java House brand with professionalism and passion at all times.

Key Accountabilities

Achieve monthly and quarterly sales and revenue targets across HORECA and JOG.
Retain existing HORECA accounts and JOG sites.
Ensure timely collections and healthy customer and partner credit positions.
Secure a minimum of 5 new accounts or sites per month combined across HORECA and JOG.
Deliver coffee demonstrations and training according to plan.
Maintain coffee quality and presentation standards.
Resolve customer complaints within 72 hours.

Skills and Competencies

Genuine passion for coffee with strong coffee craft, palate, and sensory skills.
Hands-on barista skills, including espresso extraction, milk texturing, brewing methods, and equipment calibration.
Strong sales and territory and account management skills.
Strong relationship management and negotiation skills.
Presentation and demonstration skills.
Strong planning, organisation, execution, and time management skills.
Analytical and problem-solving skills.
Strong commercial awareness and business acumen.
Self-motivated and ambitious, with the ability to work independently in the field.
Advanced interpersonal skills.
Highly developed written and verbal communication skills.

Qualifications and Experience

Degree or Diploma in a business-related field, Sales and Marketing, Hospitality, or an equivalent qualification.
Professional barista training or certification is a strong added advantage.
Working knowledge of CRM and sales tools and MS Office.
Strong numeracy skills for pricing, margins, and collections.
A network of café, office, HORECA, and institutional contacts is an added advantage.
Minimum 5 years’ hands-on experience as a barista in a busy specialty coffee, café, or HORECA environment.
Demonstrable mastery of coffee craft.
Previous barista competition experience is an added advantage.
Exposure to sales, customer-facing account management, or business development within HORECA, hospitality, or FMCG is a strong advantage.
Experience with Customer Relationship Management systems is an added advantage.
Track record of building strong customer relationships and exceeding service expectations.

Other Requirements

Driver’s licence is an added advantage.
Flexibility to work long and irregular hours, including early mornings, weekends, and public holidays during site launches, activations, and events.

Application Process

Interested and qualified candidates should apply online on or before September 17, 2026.

Application Link: HORECA Sales Representative at Java House (Instructions and Application)