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  • Posted: Jul 3, 2020
    Deadline: Not specified
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  • Melvin Marsh International is a Kenyan based family business that first begun with the production of Kenya first free-flowing salt- Melvins Flow salt, in 1995. Soon after, Kenya’s first flavored teas were launched under our renowned brand - Melvins Teas.
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    Territory Sales Manager

    Location: Head Office

    Department: Sales Department

    Position Reports To: National Sales Manager

    Job Purpose Summary

    • Developing and implementing effective sales strategies
    • Leading nationwide sales team members to achieve sales targets
    • Establish productive and professional relationships with team in assigned customer accounts

    Key Responsibilities and Accountabilities

    • Analysis and interpretation of sales data that aids in prompt and effective decision making.
    • Develop grassroots market so as to increase penetration from the current sales target to the set targets
    • Build a solid distribution network from the agents to the small retailers.
    • Management of the sales forecasting process (in conjunction with Marketing and Sales) that seeks to achieve the sales objective, proper product mix eliminates out- of – stock / Over – stock / obsolescence.
    • Timely liaison with the production staff to ensure they prepare the required product mix.
    • Prepare periodic reports for the management.
    • Review of monthly sales performance taking appropriate remedial actions where adverse sales variances are noticed to realign sales performance to required sales targets.
    • Sales Business Processes: Develop consistent sales process, policies, and rules of engagement, ensure these processes are enforced through the Sales Administrator.
    • Boosting sales activities to meet expected sales target, monitoring and evaluation and continuous improvements.
    • Recruitment of well resources agents/distributors
    • Monitoring of sales team performance to ensure they achieve set targets and operate within set guidelines.
    • Oversee the development of an up to date customer list that captures the sales activity of all retail customers thereby identifying opportunity and gaps.
    • Maintain strong, cordial relations with customers.
    • Conduct regular trade visits identify challenges in the market build relationship and realign sales team to achieve set objectives
    • Address sales challenges identified in the market during trade visits.
    • Capture accurate and reliable market intelligence for the assigned region
    • Overseeing customer’s accounts to ensure that the sales team keeps them within the approved criteria and corrective action is taken where applicable.
    • Ensure all retail customers carry adequate stocks to enable across the range pull through, by the sales representatives.
    • New business development. Entering into new markets and generating innovative ideas to capitalize on them. Increasing sales coverage area, strengthen presence locally and regionally
    • Managing distributors & recommending new distributor appointments in the region.
    • Ensure all orders are delivered on time and also ensure that customer complaints and queries are addressed promptly.
    • Overseeing timely debt collection with the help of the KAM.
    • Assist in optimizing investment in trade promotional activities focused on growth of more profitable account and administration costs and other approved accounts such as rebates, discounts, merchandising fees, advertising allowances.
    • People management: frequent engagement and constant evaluation of employee wellness.
    • Recommending on Sales Department training.

    Knowledge, Skills and Experience

    • A graduate from a recognized university with a degree in business related fields.
    • 7 years F.M.C.G experience in sales administration/Customer Service.
    • Knowledge of base-line general management (sales and marketing principles).
    • High level of numeracy and ability to understand and analyze.
    • Excellent communication, interpersonal and negotiation skills.
    • Bias for action (with positive return).
    • Computer literacy with fluency in major office software packages.
    • Exposure and experience with ERPs

    Working Relationships

    • Internal – Production Department; highly dependable on their efficiency
    • Accounts Department; management information for decision making.
    • Sales Department : Analysis of sales
    • External – Customers, distributors/agents. Sales outlets

    Sources of References

    • Company Directors
    • General Manager, National Sales Manager, Key accounts manager, Marketing Executive
    • Financial Accountant and Credit Controller
    • Operations Department,
    • Production Manager
    • Human Resources Department

    Key Success Factors

    • Meet sales performance targets
    • Growth of market segements
    • On time performance, work ethic and quality of the Sales Team
    • Monitoring of direct reports and peers
    • A motivated sales team
    • Supply Chain Management
    • Trend analysis & proposed action plans

    go to method of application »

    Digital Sales Executive

    Department: Sales Department

    Position Reports To: National Sales Manager

    Job Purpose Summary: Responsible for creating online sales for the company locally and internationally.

    Key Responsibilities and Accountabilities

    • Achieving sales targets through the online local and international platforms.
    • Executing innovative digital sales strategies to increase the product market share via purchases on the various local and international platforms.
    • Analyze online sales statistics to determine online business growth.
    • Advocating a positive client experience by demonstrating proactive problem solving, investigating complaints, and acting on the feedback.
    • Maintaining and developing relationships with existing and new customers.
    • Prospect leads and initiate contact with the leads and ensure adequate follow up to generate business opportunities.
    • Develop ecommerce sales strategies to meet revenue and growth targets.
    • Plan and monitor the ongoing company sales strategies on online local and international platforms.
    • Launch optimized online adverts through Google Ads, Facebook etc. to increase company and brand awareness
    • Be actively involved in Search Engine Optimization efforts (keyword, image optimization etc.)
    • Prepare online newsletters and promotional emails and organize their distribution through various channels
    • Collaborate with designers to improve user experience.
    • Measure performance of digital sales efforts using a variety of Web analytics tools (Google Analytics, WebTrends etc.)
    • Acquire insight in online sales trends and keep strategies up-to-date
    • Maintain partnerships with media agencies and vendors

    Key deliverables

    • Sales volume
    • Business growth
    • Website and Social media platforms Management
    • Online marketing
    • Customer satisfaction
    • Ensure timely payment collection

    Requirements

    • Proven experience as Digital Sales or similar role
    • Excellent understanding of digital sales concepts and best practices
    • Experience with B2B and B2C online platforms such as Google Adwords and email campaigns and SEO/SEM
    • Working knowledge of ad serving tools (e.g., DART, Atlas)
    • Perfect knowledge of web analytics tools (e.g. Google Analytics, NetInsight, WebTrends etc.)
    • Skills and experience in creative content writing
    • Analytical mindset and critical thinking
    • Excellent communication and interpersonal skills
    • BSc/BA in marketing or relevant field

    go to method of application »

    Production Manager

    Reporting to: GM

    Department / Division: Production

    Location: Head Office

    Job Purpose: Achieving production objectives ensures that production processes in the respective units are complied with set standards and specification.

    Job Responsibilities (Principle Accountabilities and Performance Measures)

    • Authorize work instructions and standard operating procedures related to production and ensure their strict implementation
    • Measure 1: SOP Compliance
    • Monitor the production processes & in-process checks during processing
    • Measure 1: Process checks by Quality manager
    • Ensure proper maintenance of equipment in the production unit
    • Measure 1: Down time
    • Measure 2: Daily Output Report
    • Achieve the Monthly production target as per the production plan
    • Measure 1: Output- Volume/numbers
    • Measure 2: Quality – Batch failure/rework
    • Ensure proper training to the required personnel
    • Measure 1: Training manual/record
    • Ensure monitoring of the manufacturing environment/hygiene
    • Measure 1: Daily Cleaning Log/Health and safety Audit
    • Continuously review process to ensure efficiency and compliance to the required standards
    • Measure 1: Process efficiency
    • Review of the PC Chart to validate efficiency
    • Measure 1: Continuously
    • Carry out/ Perform Validation and optimize processed as per requirements from QA
    • Measure 1: Continuously
    • Ensure that products are produced as per set standards and specification to achieve the quality objectives
    • Measure 1: Quality products
    • Measure 2: Customer satisfaction
    • Provide leadership in performance management, employee development, talent management and building a work environment that drives high performance and employee satisfaction
    • Measure 1: Employee Development plan
    • Work closely with other departments and cross functional teams to review progress, resolve issues and ensure high level of customer satisfaction
    • Measure 1: Continuously
    • To perform any other duty as assigned by the MD in line with the organization goals and objective
    • Measure 1: Continuously

    Key Deliverables

    • Ensuring compliance of the department, personnel & processes to the standards.
    • Implementation of cost control measures.
    • People management
    • Quality controls and health standards
    • Agreed timelines
    • Finished and unfinished goods stock
    • Product quality

    Position Requirements

    Education

    • Bachelor of Degree in production engineering OR Food Science OR biochemistry,
    • A business related course is an added advantage
    • 8 years of experience in a FMCG company

    Competence

    1. Planning and Organizing
    Level: Advanced

    2. Leadership & Management
    Level: Proficient

    3. Problem solving
    Level: Advanced

    4. Compliance
    Level: Advanced

    5. Safety focus
    Level: Proficient

    6. Technical competence
    Level: Advanced

    7. Business development
    Level: Basic

    8. Business awareness
    Level: Basic

    9. Customer focus
    Level: Basic

    10. Quality control
    Level: Advanced

    Relationships

    With: Heads of Functions
    Purpose: Operations

    With: Sales department
    Purpose: Advice on reorder levels

    With: Staff & managers at all levels
    Purpose: Customer feedback-complaints

    Method of Application

    Applications to be emailed to [email protected]

    Note: Never pay for any training, certificate, assessment, or testing to the recruiter.

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