• Territory Management Representative at CDL Human Resources

  • Posted on: 28 July, 2017 Deadline: Not Specified
  • View Jobs in Consulting View All Jobs at CDL Human Resource
  • Subscribe to free job alerts
  • If you have not been getting our emails, check your Spam folder folder on Yahoo or Promotions tab on Gmail; mark us as Not Spam and add us to your contact list. Learn how to
    CDL was founded in early 2003 by its current Managing Director Lucy Mmari.Within her 14 year tenure in a well established logistics company, She honed her skill in human resources management and thereafter started CDL.

    Territory Management Representative


    Context / Scope: The trading environment of the FMCG category is changing from a pure commodity approach to brand and image building.

    Key Accounts are slowly emerging, which will result in specialization and concentration of decision power.

    To gain competitive advantage and to enhance brand, volume and profit performance the trade marketing and distribution organizations need to successfully implement the Company’s trade marketing and distribution standards.

    The role of the Territory Management/development Representative is to manage his/her territory in order to achieve the brand availability, merchandising and promotion objectives of the area plan.
    The territory management representatives will cover the retail outlets on the basis of a pre assigned route/plan.

    Purpose of the role: To contribute to the performance of the Sales & Distribution organization by implementing and executing a Territory Sales & Distribution plan that meets brand, volume, merchandising and promotion objectives for each outlet in order to achieve the overall area or channel trade marketing objectives.

    Key Responsibilities

    • Develop and implement a territory trade marketing plan which meets the objectives of the area trade marketing plan in the areas of brand, volume, merchandising and promotion.
    • Ensure that the territory distribution objectives of brand availability, stock holding and stock rotation are achieved.
    • Ensure that price is in line with the company strategy
    • Implement promotions, develop and execute merchandising programs at POS with optimum use of resources and materials in order to achieve the highest in-store visibility and sales performance for the strategic brands.
    • Provide market information and reports on performance of customers, brands and competition to ensure that the relevant marketing people are fully informed.
    • Build loyalty by providing support to the trade through regular visits, accurate communication, problem solving, specialized advice and fair trade.
    • Maintain accurate and relevant outlet information.
    • To constantly monitor the achievement of yearly/cycle objectives through accurate reporting and feedback.
    • Manage financial accounts, assigned assets and material to ensure that trade marketing resources are secure and used in the most efficient and effective manner possible.

    In an environment where Direct Store Delivery activity is performed:

    • Manage receivables and cash collection in line with the company policies and trading terms.
    • Responsible for accurate invoicing procedures, materials or goods under his (her) control

    Knowledge, Skills and Experience Required

    • Good communicator
    • Negotiating skills
    • Planning
    • Ability to build and maintain customer relationships
    • Self-motivated
    • Team player
    • High standard of presentation and appearance
    • Product and market
    • Supply chain and trade marketing principles
    • Marketing standards

    Key Success Factors

    • Achievement of territory distribution, volume, merchandising and promotion targets
    • Effective and efficient implementation of key account or outlet specific programs
    • Accurate and well maintained outlets file
    • Achievement of call frequency targets
    • Effective and efficient trade coverage route plan
    • Clear reports on market trends and competitors activities.

    Job Challenges / Problem Solving

    • The main challenge is to manage and implement a trade marketing plan for the territory that effectively promotes selling out.
    • A challenge that is shared with the trade is to establish optimal product merchandising and brand visibility and to control the prices.

    Barriers to Success in Role (Optional): Lack of flexibility / constraint supply/cross border trading

    Method of Application

    Qualified persons to apply at recruitment@cdl.co.ke

    Only shortlisted candidates will be contacted

    Have you ever wondered what people doing similar jobs in different companies and industries earn? Contribute anonymously to Kenya's No. 1 Salary Database. Join MySalaryScale.
  • ❮ Back to All Jobs
  • Know more about CDL Human ResourceSimilar Jobs
  • Search for jobs by keyword
  • Project Administrator at Wise & Kell Consultants (Africa) LLP
  • Business Development Associate at Empathy Solutions
  • Grant Writer at Diamond Staffing Kenya
  • Latest Job at Wananchi Group (K) Ltd
  • Sales Director at TSA Solutions
  • Job Opportunities at Indepth Research Services
  • Graphic Designer at Wananchi Group K Ltd
  • HR Officer at People Foco
Advertise your training programs and courses on MyJobMag
  • Filter Jobs
  • County | Search by region instead




    Also include jobs without defined experience

    Job Title

Display your company or industry jobs on your website or blog Get Started
Send your application through

Yahoomail Gmail Hotmail