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Job Description:

The job holder will be responsible for managing and servicing existing outlets while prospecting and developing new accounts with a focus on building long term customer relationships and increasing sales revenue in the HORECA Segment.

Responsibilities:

Area 1: 4 A’s Execution in HORECAS

• 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
• Enhance product accessibility through identifying and negotiating SOVI (Forward Share Inventory and limit Out of Stocks) and achieving cold and ambient space targets by channel and brand
• Promote product affordability on price by ensuring adherence to Recommended Retail Price (RPP) guidelines per strategic focus brand by channel and outlet
• Identify, negotiate,  plan  and  execute  activation  opportunities  such  as  promotions  and  tastings  with customer in line with the territory sales

Area 2: Sales Revenue Growth in HORECAS

• Conduct client visits for existing and potential outlets in order to achieve the 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.
• Proactively manage the cash and credit resources of the customer to drive growth of brands in terms of volume and value.
• Monitor and manage company assets such as fridges, vehicles within the 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.
• Identify Potential New Accounts and open the accounts directly with to grow business and Drive Volumes.

Area 3: Debt Management

• Ensure Account payment and Reconciliations are done on Time to avoid supply
• Ensure HORECAs Accounts operates within the stated credit

Area 4: Relationship Management.

• Build, manage and maintain good strong long term customer Relationship with Kenya Wines Agencies and the key
• Ensure Timely address of Customers
• Ensuring Immediate Customer Feedback.

Qualifications:

• Bachelor degree in business a business related course.
• Membership in a professional body would be an added advantage.
• A minimum of 3 years’ experience in retail and experience with HORECAS preferably in a beverage environment.
• Possession of a clean and valid driving license.
• Practical experience in use of MS packages and ERP systems.
• Strong oral and written communication skills.
• Excellent Persuasion, negotiation and influencing Skills.
• Drive for results with no excuses.
• Ability to work independently with limited supervision, under pressure and meet deadlines.
• High levels of professionalism with internal and external customers.
• High level of integrity.

Relationships and working contacts

• Internal – sales and distribution, marketing and Customer Care departments
• External – HORECAS, potential customers, distributors.

Work Environment

• This is a field based role.

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Regions: Rift Valley; Nyanza, Mount Kenya, Nairobi South, Coast, Thika, Eastern, Nairobi East

Responsibilities:

• Review previous day’s performance with wholesaler and supervisor if available.
• Raise arising issues from the previous day’s operations and agree on way forward with supervisor.
• Buy stocks from wholesalers ensuring full range SKU representation and set out for the route as agreed with supervisor.
• Pick POSM materials for the daily routes as well as for improving where necessary the 6 outlets planned for the perfect stores.
• Sell to kiosks and counter stores along the designated routes. No sales to wholesalers.
• Record daily sales by SKU in provided outlets.
• Create perfect stores by arranging products, placing POSM materials in outlets.
• Build and maintain relationship with customers along the designated outlets.
• Recruit and record new outlets and upscale existing ones with an aim of improving value of sales per point.

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Responsibilities:

• Go through the wholesaler book and make records as necessary. Ensure sign off.
• Ensure adequate stocks exist in line with replenishment from distributor. Minimum stock cover for all SKUs.
• Cross check with Route Developers daily sales records against wholesaler’s records.
• Accompany Route Developers for the daily route.
• Evaluate reported perfect stores to ensure that they are maintained.
• Collate your Route developer’s daily sales by SKU and share with the supervisor every evening.
• Coach the Route Developers ensuring at a minimum 3 coaching’s recorded weekly.
• Achieve daily KPI’s.

Requirements:

• Form Four graduate with a D+ and above
• Certificate in sales and marketing or customer care
• 6 months experience in merchandising, customer service or promotions.
• Knowledge of the region preferred.
• Willingness to serve and energetic.
• With a certificate of good conduct.