Recruitment by Kenya Wines Agencies Limited (KWAL)

Sales Representative – Key Accounts

KWAL is looking for a well-organized and highly motivated individual who is result-oriented to fill the following position:

1 Post

REF-KA-10-2018

Function / Division:Commercial

Department: Sales and Distribution

Grade: 8

Supervisor / Manager Title: Key Accounts Manager

Location: Nairobi

Job Purpose: 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 Key Accounts Segment.

Responsibilities

Area 1: 4 A’s Execution

·         Achieve product availability targets for the assigned out through identifying and negotiating listings and targets for strategic focus brands to drive and maintain numeric distribution by brand category.

·         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 category.

·         Promote product affordability on price by ensuring adherence to Recommended Retail Price (RPP) guidelines per strategic focus brand by channel and outlet type.

·         Identify, negotiate, plan and execute activation opportunities such as promotions and tastings with customer in line with the territory sales plan.

Area 2: Sales Revenue Growth

·         Conduct client visits for existing and potential outlets in the assigned territory in order to achieve the territory 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.

Area 3: Debt Management

·         Ensure Account payment and Reconciliations are done on Time to avoid supply inconsistencies.

·         Ensure Accounts operates within the stated credit limits

Area 4: Relationship Management.

·         Ensuring orders are delivered OTIF.

·         Build, Manage and Maintain good strong long term customer Relationship with Kenya Wines Agencies and the key partners.

·         Ensure Timely address of Customers queries.

·         Ensuring Immediate Customer Feedback.

·         Ensuring OTIF through Timely liaising with Customer Service Department and delivery team.

Area 5: Merchandising

·         Ensure products are clean and presentable at all times

·         Prepare the orders at Branch level.

·         Check on the slow moving items and advise their heads on the same.

·         Check on overstocks in the branches, liaise with the relevant account representatives to return to the warehouse.

·         Checking on the short expiries in the branches and informing their key reps on the same in order to get a perfect solution. (communicate expiries three months in advance)

·         Ensure shelf prices are correct, well-marked and shelf labels are properly marked.

·         Remove any damaged stocks from the shelves and arrange for returns to their warehouse for credit notes to be issued.

·         Collect market intelligence. (reporting competitor activities)

·         Report customer complaints so that action can be taken by development and marketing team

Area 5: Prospect, Open and Develop New Opportunities/Customers

·         Identify Potential New Accounts and open the accounts directly with Kwal to grow business and Drive Volumes.

Area 6: Timely Reporting and Feedback.

·         The Key accounts Representative should give feedback on time for purposes of planning and forecasting.

·         Gather and Report market intelligence.

Requirements

·         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 Supermarkets or Key accounts 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 – Key Accounts, potential customers, distributors.

Work Environment: This is a field based role.

Sales Assistants – Order Processing

KWAL is looking for a well-organized and highly motivated individual who is result-oriented to fill the following position:

3 Posts

REF-SA-10-2018

Function / Division:Commercial

Grade: 6

Supervisor / Manager Title: Sales Officer

Location: Depots

Job Purpose:The job holder will be responsible for ensuring proper order generation, capturing of all sales transactions through the sage system in an effective and efficient manner, processing orders and charging orders accurately so as to facilitate the issuance of products to the distributors

Responsibilities

Area 1: Order Generation

·         Actively engage distributors in liaison with the sales team for orders based on the distributors stocks and stock availability at KWAL.

·         Receive the order via mail and fill it in the sage system to generate an order document.

·         Key in customer orders in an accurate and timely manner.

·         Ensure delivery turnaround time of 24 hours for customer orders.

·         Advice customers on stock-outs, promotions and new products with the aim of influencing orders.

·         Prepare daily consolidated sales, out of stock, daily sales tracking.

·         Ensure all the customers’ orders are fully processed, dispatched and delivered.

·         Ensuring customers cheques are deposited as per dates written on cheque and share a tracking report on weekly basis.

·         Delivery trucks utilization management and tracking.

Area 2: Order Processing & Charging

·         Liaise with the Credit Controller to confirm the credit status of customers for all credit sales.

·         Monitoring and seeking approval for administering the issuance of Credit/Debit Notes as appropriate.

·         Prepare daily consolidated sales, out of stock, daily sales tracking and accounts statement reports

·         Accurately charge orders in duly approved customer accounts and forward for verification.

·         Preparing proforma invoices.

·         Processing invoices once the goods are removed from the warehouse.

Area 3: Handling Good Returns

·         Capture Good returns and follow up with QSHE for replacements.

·         Follow up with Invoicing Clerks to ensure the credit notes are proceeded and issued to the customer.

·         Inform the customer once the process of returns is complete.

·         Sensitize our customers on goods return policy and procedures.

Area 4: Customer Care

·         Receive, address or route any customer queries appropriately.

Requirements

·         A minimum of a Diploma in a business field.

·         Partial (Level II) Professional qualification in Finance or Accounting.

·         At least 2 years’ experience in a similar organization.

·         Practical experience in use of MS packages and ERP systems.

·         FMCG industry.

·         Interpersonal skills to effectively communicate with and manage customer expectations.

·         Good knowledge of products

·         Good communication skills

·         Excellent customer service skills.

Relationships and working contacts

·         Internal – Sales and distribution, Warehousing, QSHE, Finance departments.

·         External- Distributors

Work Environment: This is role is based in Nairobi.

Sales Officer – Order Processing

KWAL is looking for a well-organized and highly motivated individual who is result-oriented to fill the following position:

1 Post

REF-SO-10-2018

Function / Division:Commercial

Grade: 7

Supervisor / Manager Title: National Sales Manager

Location: Nairobi

Job Purpose: The job holder will be responsible for overseeing the customer orders generation process at the Depots, as well as managing and addressing goods returns from customers. Also tasked with ensuring quality services are offered to our customers and continually improve the customer experiences.

Responsibilities

Area 1: Order Generation

·         In liaison with the sales team, ensure distributors are actively engaged for orders based on the distributors stocks and stock availability at KWAL.

·         Ensure the sales orders are received via mail and filled in the sage system to generate an order documents.

·         Ensure the customer orders are keyed in the system in an accurate and timely manner.

·         Ensure delivery turnaround time of 24 hours for customer orders.

·         Prepare daily consolidated sales, out of stock, daily sales tracking.

·         Ensure all the customers’ orders are fully processed, dispatched and delivered.

·         Delivery truck utilization management and tracking.

·         Check and verify implementation of the transport rebates for customers collecting from KWAL depots.

Area 2: Handling Good Returns

·         Manage and address returns from customers by ensuring that the goods returned investigated, replaced and complaints properly resolved and advised to the customer.

·         Record and maintain a report showing goods returned are investigated, root causes determined and a review of corrective action is undertaken 90% of customer complaints are closed.

·         Ensure the goods returned are captured in the system and followed through with Quality department for replacements.

·         Sensitize our customers on goods return policy and procedures.

Area 3: Customer Feedback Management

·         Put measures in place to improve customer experiences at the depots.

·         Monitor service interruptions and adequately communicate status of these to customers to ensure they are appropriately informed.

·         Ensure that there are laid down rules and regulations for reporting and handling issues regarding customer service

Area 4: Team Management

·         Appropriately coach the sales assistants and other customer facing team in skills to effectively and consistently address customer needs.

·         Supports the HR to engage, and retain talented individuals and create an environment where they can realize their full potential and contribute to the attainment of departmental and organizational goals.

Requirements

·         A bachelor’s degree in a business field.

·         At least three (3) years’ experience in sales, customer service or account management.

·         Practical experience in use of MS packages and ERP systems.

·         FMCG industry.

·         Ability to follow through and see to the resolution of issues.

·         Experience in understanding customer needs and ability to develop solutions

·         Excellent oral and written communication skills

·         Experience on the supervision of sales team.

·         Highly developed listening and persuasion skills.

·         Demonstrate sound judgment and problem solving skills

·         High level of integrity.

Relationships and working contacts

·         Internal – Sales and distribution, Warehousing, QSHE departments.

·         External- Distributors

Work Environment: This is role is based in Nairobi.

How to Apply

If you feel you meet the requirements for these positions, send your updated CV with email & telephone contacts of three professional referees and the application letter quoting the Reference number & Title of the position as the subject to:

The Human Resources Director,
KWAL,
Email: recruitment@kwal.co.ke

to be received not later than October 10, 2018.

Do not attach any certificates/scanned documents to your application.

Only short listed candidates will be contacted.

Canvassing will lead to automatic disqualification.