KWAL is looking for well-organized
and highly motivated individuals who are result-oriented to fill the following
positions:
Territory Sales Manager
REF-TSM-NRB-06-2019
Function/Division: Commercial
Department: Sales and Distribution
Supervisor/Manager Title: National Sales Manager
Location: Nairobi
Job Purpose: Reporting to the National Sales Manager, the job holder will be
responsible for ensuring sales targets for the assigned region are achieved
effectively and efficiently, managing marketing activities within the territory
and resolve as well as attend to customer queries and complaints. The role will
be based in Nairobi Region.
Responsibilities and Accountabilities
Area 1: Trade development
·
Ensure the territory achieves given
sales targets (Volume and Value) through hands on management of given accounts/
territory in line with the sales and distribution plans.
·
Ensure call compliance, strike rate
targets and outlet expansion is exceeded in the given territory as per SFA
targets
·
Ensure adequate product listings and
product visibility in outlets and monitoring brand trade performance through client
call cycle schedules
·
Oversee the execution of the
merchandising and promotional activities as per approved plans in their
assigned territory.
·
Create value adding marketing/
business relationships, within the territory clients by resolving customer concerns
and feedback.
·
Collect information on market
intelligence, analyze market competition within the territory and prepare
reports on market trends, competitor to support decision making.
Area 2: Team management
·
Supervise, motivate and develop the
territory sales representatives assigned in their areas to ensure maximum
returns for the business.
·
Regularly oversee the Territory Sales
Representative visits to outlets to ensure that the 4A`s(Availability,
Accessibility, Affordability and Activation) are being applied and address any
skills gaps.
Area 3: Distributor Management
·
Work in collaboration with the
distributors and the Territory Sales Representatives to ensure stockiest and
retail outlets in assigned territory are fully serviced as per agreed SLA`s.
Area 4: Budget Management
·
Assist any KWAL regional budgeting
activity assigned and drawing up of budgets for market activity recommendation.
Minimum Requirements
·
Bachelor degree in a business related
field.
·
A Master’s Degree a relevant field
will be an added advantage.
·
A minimum of 5 years in sales and
distribution within the FMCG Industry.
·
Working knowledge in the respective
area will be an added advantage.
·
Possession of a clean and valid
driving license.
·
Practical experience in use of MS
packages and ERP systems.
Competencies / Attributes
·
Ability to grow and develop new
markets.
·
Ability to coach, develop and lead a
sales team.
·
Highly developed stakeholder
management skills.
·
Excellent verbal and oral
communication skills.
·
Excellent persuasion, negotiation and
influencing skills.
·
Demonstrate sound judgment and
problem solving skills.
·
High level of integrity
Relationships and working contacts
·
Internal – Sales and distribution,
finance, marketing and warehousing.
·
External – Consumers, Drinks Venues,
HORECA, Modern Trade, distributors, stockists.
Work Environment
·
This is a field based role with
minimal office duties.
Sales Representative – HORECAs
REF-HOR-06-2019
3 Positions
The
roles will be based in Coast and Nairobi regions.
Function / Division: Commercial
Department: Sales
and Distribution
Supervisor / Manager Title: HORECA Manager
Location: Nairobi
& Mombasa
Job Purpose: Reporting
to the HORECA Manager, the job holder will be responsible 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 and Accountabilities
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 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 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.
·
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.
·
Identify Potential New Accounts and
open the accounts directly with Kwal to grow business and Drive Volumes.
Area 3: Debt Management
·
Ensure Account payment and
Reconciliations are done on Time to avoid supply inconsistencies.
·
Ensure HORECAs Accounts operates
within the stated credit limits.
Area 4: Relationship Management.
·
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.
Minimum 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 HORECAS preferably in a beverage environment.
Competencies / Attributes
·
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.
Territory Sales Representatives
REF-TSRS-06-2019
4 Positions
Function / Division: Commercial
Department: Sales
and Distribution
Supervisor / Manager Title: Sales Manager
Location: Various
Job Purpose: Reporting
to the respective Territory Sales Manager, the job holder will be responsible
managing and servicing existing outlets while prospecting and developing new
accounts with a focus on building long term customer relationships and
increasing sales revenue. The roles will be based in various regions.
Responsibilities and Accountabilities
·
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 product availability targets
for the assigned territory 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.
·
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 collabollation with the customer service
team in an efficient manner.
·
Prepare and submit accurate and
timely reports to the territory manager to facilitate proper planning.
Minimum Requirements
·
Bachelor degree in business a
business related course.
·
A minimum of 3 years’ experience in
Sales within a similar environment.
·
Membership in a professional body
would be an added advantage.
·
Must possess a clean and valid
driving license.
·
Practical experience in use of MS
packages and ERP systems.
Competencies / Attributes
·
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, warehousing.
·
External – Consumers, drinks venues,
modern trade, HORECA, distributors, stockists.
Work Environment
This
is a field based role with limited Office time.
How to Apply
If
you feel you meet the requirements for this position, 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 July 05, 2019.
Do
not attach any certificates/scanned documents to your application.
Only
short listed candidates will be contacted.
Canvassing
will lead to automatic disqualification.
KENYA
WINE AGENCIES LIMITED IS AN EQUAL OPPORTUNITY EMPLOYER AND DOES NOT CHARGE ANY
FEES AT ANY STAGE OF THE RECRUITMENT PROCESS (APPLICATION, INTERVIEW MEETING,
PROCESSING, OR TRAINING).