Sales Representative – Key Accounts
KWAL is looking for a well-organized and highly motivated individual who is result-oriented to fill the following position:
Responsibilities
Requirements
Responsibilities
Requirements
Responsibilities
Requirements
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
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.