KWAL is looking for well-organized
and highly motivated individual who is result-oriented to fill the following
position:
HORECA Manager
REF-HOR-NRB-10-2019
Reporting to the National Sales
Manager, the job holder will be responsible for driving volume and profit
growth on annual, monthly & brand basis in the hotels & Restaurants
they manage as well as manage relationships with the HORECA accounts.
Job Title: HORECA Manager
Function / Division: Commercial
Department: Sales and Distribution
Supervisor / Manager Title: National Sales Manager
Location: Nairobi
Job Purpose: The job holder will be responsible for driving volume and profit
growth on annual, monthly & brand basis in the hotels & Restaurants
they manage as well as manage relationships with the HORECA accounts.
Responsibilities and Accountabilities
Area 1: HORECA Strategies Development
·
Develop and implement strategies and
tactical plans for HORECAS to ensure sustained business growth in the assigned
customer market in line with the overall Commercial Division plans.
·
Effectively gather, interpret and
utilize multiple information sources to develop customer-specific tactical
plans and programs.
·
Collaborate with marketing teams
regarding strategies to develop understanding of product distribution,
placement, pricing and promotional initiatives
Area 2: Trade Development
·
Achieve product availability targets
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 national sales plan.
·
Using the SFA tool to analyse the
market in terms of demand and use this information to manage metrics including
calls, strike rate targets, outlet expansion, sales volume, profit, and
expenses associated with selling products to the HORECAS.
Area 3: HORECAS Management
·
Ensure that the HORECAS are fully
serviced as per agreed SLAs.
·
Execute key distribution, placement,
pricing and promotion initiatives within assigned accounts to achieve target
sales revenue in a profitable manner.
·
Recruit and serve HORECA outlets to
the satisfaction of outlet owners and meet the company’s objectives.
·
Debt management within the approved
credit policies
Area 4: Relationship Management
·
Establishing and managing winning
trading relationships with the key contacts in the allocated portfolio for the
overall benefit of the business.
·
Aligning sales functional excellence
to changing market demands to the market need of the assigned portfolio to
ensure sustained business operations and growth
Area 5: Team management
·
Organize and manage the available
human capital within the department through training, development, performance
management and proper positioning to ensure optimal productivity and high value
services to internal and external customers.
Minimum Requirements
·
Bachelor degree in Business field.
·
A Master’s degree in a relevant field
will be an added advantage.
·
A minimum of 5 years’ experience in
retail and experience with HORECAS preferably in a beverage environment.
·
Practical experience in use of MS
packages and ERP systems.
Competencies / Attributes
·
Strong leadership and team management
skills.
·
A good appreciation of financial
management concepts and profitability analysis.
·
Ability to build and maintain
strategic relationships.
·
Good understanding of the sales
environment and existing markets.
·
Highly developed customer management
skills.
·
Passionate about achieving sales
targets.
·
Demonstrated problem solving
abilities and solution implementation.
·
High level of integrity.
Relationships and working contacts
·
Internal – sales and distribution,
marketing and warehousing departments
·
External – HORECAS, potential customers,
distributors.
Work Environment: This is an field based role.
Job Title: Territory
Sales Representatives
REF-TSRS-10-2019
3 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
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. 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 October 29, 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).