Head of General Trade at Janta Kenya

Job Description

To provide the Company with increased sales productivity, meet revenue and cash collection targets, brand visibility, lead the sales team, manage account relationships and ensure the company is the market leader, across categories, in all accounts, in terms of sales, visibility and availability.

Key Responsibilities

Distributors, Wholesalers, Stockists

• Build up the existing wholesaler network (specific targets will be provided).
• Build up customer portfolio, new wholesalers, stockists.
• Manage Credit Risk and ensure Cash Collection is 100%, on time and in full.

Sales Management

• Conduct an annual and monthly sales analysis and forecasts
• General implementation of planned Sales and Marketing strategies to ensure achievements of targeted picture of success
• Maintenance SOVI (Stocks of Visible Inventory) and Picture of success in alignment to the set targets.
•  Ensure the desired and targeted monthly and annual revenues are achieved in the General Trade
• Achieve increase in coverage (increase in terms of number of branches and accounts goods are sold to).
• Monitor sales in our market to ensure targets and objectives are met.
• Ensure optimal availability of products over long and short term.
• Ensure Route to Market & Territory Management optimization.
• Recommend the tools and resources required to achieve the launch objectives.
• Maximize all opportunities in the process of closing a sale, contributing to an increased market share for the products.
• Contribute to delivering sales across all channels, not limited to one specific sector.

Strategic management

• Business plans and performance reviews with the distributors and Area Sales Managers
• Negotiate and seal on behalf of company, trading terms including sales targets, distribution, promotion
• Performance management through tracking, analysis and reviews.
• Design sales strategies to spearhead the desired company’s revenue growth.
• Coming up with comprehensive JBPs which include compilation of sales performance, financial information to achieve a picture of success status in selected stores
• Designing and implementing market penetration and distribution plans
• Conduct regular business reviews of new markets and opportunities for the products
• Rationalization of channels packs mix for high revenue volume delivery.

Cash Collection / Finance

• Manage Allocation of Customer Trade Spend and debtors book. Manage trading terms and condition per channel and improve CCS constantly.
• Ensure cash collection as per agreed terms with customers (work and communicate closely with company Finance dept).
• Computing, preparing and authorizing credit and debit notes as required.
• Effective financial management of expenses versus budgets.
• Implement and control pricing in all channels, inside and outside of promotional periods.

Visibility/Marketing

• Drive and ensure strong in-store visibility and merchandising (working closely with the merchandising, sales and marketing team).
• Ensure the market leader in terms of both sales and visibility, across all the products.

Leadership and Internal Relationships

• To effectively develop and manage operational field sales force.
• Motivation of Sales Force via Effective Leadership and Implementation of Incentive Programs.
• Development and Measurement of Sales Force through regular Appraisal Reviews.
• Develop tailor-made training modules in conjunction with HR Department.
• Development of Internal Relationships with all relevant Streams (i.e. Finance, HR, Stores and Production).
• Work within and lead the sales and support teams for the achievement of customer satisfaction, revenue generation, and long-term account goals in line with company vision and values.
• To liaise regularly with other departments to ensure product availability in line with sales requirements.

External Relationships

• To liaise with corporate clients, build and develop working business relationships.
• Development of customer relationships through regular operational reviews to ensure that stock availability, distribution and shelf management opportunities are grasped.
• Conduct commercial calls to designated key accounts outlets on a regular basis, imparting company product knowledge and in house training of both company and supermarket staff.
• To handle customer complaints and enquiries swiftly (working closely with the customer service and quality control teams).

Reporting

• Develop a process of regular communication of key reports to directors (and sales team).
• Prepare regular reports and analysis on all account activities, with detailed analysis across segments, categories, retailers, etc.
• To draw insight from quantitative data and transform in qualitative reports.
• Maintain accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up activities within their assigned territory.
• Responsible for Dynamic Forecasting and Demand Planning.
• Monitoring and Measuring Effective Implementation of Field Management Best Practices by Sales Force.

Skill & Experience

• Holder of a Bachelor degree from a recognized University in Business, Sales & Marketing or related field.
• MUST Have 7– 10 years in experience in GENERAL TRADE sales of FMCG products
• MUST Have Proven experience in FMCG Companies
• Proven ability to achieve sales quotas.