Sales Representative - Nrb East at Kenya Wine Agencies Limited (KWAL)

Job Purpose

This position is responsible for increasing sales revenue within the allocated region, managing, servicing and executing existing outlets while prospecting and developing new accounts with a focus on building long term customer relationships to ensure listing and execution of the focus brands.

Main Responsibilities

Sales and Sales Target

• Achieve sales volume and revenue targets by territory as per territory plans 
• Conduct clients visits in the assigned territory and chive the required customer visit rates through effective call compliance and journey plan adherence
• Achieve Availability through identifying and negotiating listings and targets for strategic focus brands to drive and maintain numeric distribution by channel and brand category as per agreed targets (operational plans) for the territory and routes
• Achieve 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, as per agreed targets (operational plans) for the territory and routes 
• Achieve Affordability on price adherence based on RSP guidelines per strategic focus brand by channel and outlet type in accordance with agreed targets (operational plans) for the territory and routes
• Identifying and negotiating Activation (cycles/ promotions/ tastings) opportunities with customers as agreed in the national sales plan.  
• Ensure (on time and in full) deliveries of orders within the agreed service levels 
• Execute activation opportunities such as promotions with customers in line with the territory sales plan
• Increase sales coverage by identifying new sales prospects according to segmentation tool 
• Effectively manage the return on investment of cycle activities, activations and promotions 
• Pro-actively manage the cash and credit resources of of own area and of customers to drive growth of KWAL brands in terms of volume and value
• Identifying business opportunities and providing suggestions to close the opportunities 
• Monitor and manage company assets such as fridges, vehicles merchandising stock and other tools of trade in line with KWAL policies and procedures to ensure optimal use
• Participate in setting up and achieving strategic sales targets for the market.  
• Maintain distribution calendars and act as a brand ambassador for KWAL products through in-depth knowledge of the brands and passion for what they represent  
• Implement the ‘picture of success’ and channel plans and delivering results on time and in full, against agreed targets and budgets 

Innovation and continuous Improvement

• Share and implement new ideas regarding sales and improving effectiveness of sales processes and sharing new learnings within the team  
• Provide timely feedback to Area Sales Manager, or identified support personnel supporting appropriate systems on areas for improvement on efficiencies, competition activities or any urgent issues requiring quick solutions and attention 
• 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) 
• Act as a brand ambassador for KWAL portfolio of products through in-depth knowledge of the brands and passion for what they represent
• Resolve customer queries according to quality control and stock levels to ensure customer satisfaction

Minimum Required Qualifications, Knowledge and Experience

Academic Qualifications

• Bachelor of Commerce, Marketing, Business Administration or Related field

Professional Qualifications

• Professional qualification in Marketing such as Certified Sales and Marketing Professional (CSMP) or Chartered Institute of Marketing (CIM) or equivalent is an added advantage
• Must possess a clean and valid driving license.

Experience 

• At least  3 years’ experience in Sales in FMCG 

Competencies

Technical Competencies

• Good understanding of sales concepts and brand profitability analyses
• Previous sales experience with successful track record 
• Ability to ensure consistent supply and availability of the product to the end consumer
• Proficient in building and maintaining strong relationships with customers and partners, understanding their needs, and providing solutions that enhance satisfaction and loyalty
• Skilled in understanding and meeting customer needs through effective communication, problem-solving, and service delivery, building customer loyalty and driving repeat business
• Ability to driving own development plan and contribute to the team’s objectives
• Strong negotiation skills

Behavioural Competencies

• Ability to organise and manage tasks and resources.
• Proficient in analysing data and information to make informed decisions
• Ability to negotiate terms, agreements, and contracts with clients, partners, and vendors.
• Understand and meet customer needs.
• Self-awareness and empathy, effectively managing personal emotions and understanding those of others.
• Employ logical reasoning and critical thinking to evaluate information and make sound decisions. 
• Ability to come up with innovative ideas and approaches to improve products and processes. 
• Seek new opportunities to enhance products and services
• Make informed and timely decisions that align with the company’s strategic objectives
• Ensure all tasks are completed timeously 
• Communicate effectively with diverse audiences, ensuring clarity and understanding.