Sales Representative Key Accounts at The Heineken

Main Responsibilities

Sales and Sales Target

• Achieve sales volume and revenue targets by customer as per customer and channel plans
• Conduct clients visits in the assigned channel and chive the required customer visit rates through effective call compliance and journey plan adherence
• Achieve product availability targets for the assigned outlets through identifying and negotiating listings and targets for strategic focus brands to drive and maintain numeric distribution by brand category.
• Enhance product availability through identifying and negotiating SOVI (Forward Share Inventory and limit Out of Stocks) and achieving cold and ambient space targets by channel and brand category.
• Promote product affordability on price by ensuring adherence to Recommended Retail Price (RSP) guidelines per strategic focus brand by channel and outlet type.
• Promotion – Identify, negotiate, plan and execute temporary activities at the Point of Purchase that create an additional temporary impulse to buy a particular brand or product.  All promotions should be supported by adequate stocks, and clearly communicated on shelf and off shelf displays
• Identify, negotiate, plan and execute activation opportunities such as promotions and tastings with customer in line with the customer sales plan.
• Persuasion – Negotiate and execute activities at the Point of Purchase related to actively or passively recommending our brand/ product.  This includes deployment of POS Materials, 
• building relationships with outlet staff through product training, shelf stocker branding etc
• Conduct client visits for existing and potential outlets in the assigned territory in order to achieve the channel & customer objectives given sales targets and ensure sustained business growth.
• Achieve required customer visit hit rate, call effectiveness and minimum order quantities and/ or values in order to drive sales in volume and value.
• Pro-actively manage the cash and credit resources of the customer to drive growth of KWAL brands in terms of volume and value.
• Monitor and manage company assets such as fridges, vehicles within the KWAL policies and procedures to ensure optimal use.
• Receive, follow up and resolve all customer queries and complaints in collaboration with the customer service team in an efficient manner.
• Prepare and submit accurate and timely reports to the territory manager to facilitate proper planning.
• Analyse category data and trends specific to the customer through data tools (data Orbis) and draw insights
• Actively use data and trends (shopper, category) to influence, negotiate and build winning customer strategies

Innovation and continuous Improvement

• Share and implement new ideas regarding sales and improving effectiveness of sales processes and sharing new learnings within the team 
• Identify business opportunities and provide suggestions to close the opportunities
• Continually improve processes and suggest innovative products based on market feedback

Build and Maintain Relationships

• Analyse and understand needs of all customers by using route schedules to identify sales opportunities and influence orders for increased sales
• Maintain an active customer database on the Sales Force Automation Tool with quality data input
• Manage customer accounts optimally (account status, credit committee, client resources to drive growth)
• Report customer complaints so that action can be taken by development and marketing team.
• Act as a brand ambassador for KWAL and Heineken (HBI) portfolio of products through in-depth knowledge of the brands and passion for what they represent.