Job Purpose
This position is responsible for increasing sales revenue within
the allocated region, managing, servicing and executing existing outlets while
prospecting and developing new accounts with a focus on building long term
customer relationships to ensure listing and execution of the focus brands.
Responsibilities
Sales and Sales Target
- Achieve
sales volume and revenue targets by territory as per territory plans
- Conduct
clients visits in the assigned territory and chive the required customer
visit rates through effective call compliance and journey plan adherence
- Achieve
Availability through identifying and negotiating listings and targets for
strategic focus brands to drive and maintain numeric distribution by
channel and brand category as per agreed targets (operational plans) for
the territory and routes
- Achieve
Availability 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, as per agreed targets (operational
plans) for the territory and routes
- Achieve
Affordability on price adherence based on RSP guidelines per strategic
focus brand by channel and outlet type in accordance with agreed targets
(operational plans) for the territory and routes
- Identifying
and negotiating Activation (cycles/ promotions/ tastings) opportunities
with customers as agreed in the national sales plan.
- Ensure
(on time and in full) deliveries of orders within the agreed service
levels
- Execute
activation opportunities such as promotions with customers in line with
the territory sales plan
- Increase
sales coverage by identifying new sales prospects according to
segmentation tool
- Effectively
manage the return on investment of cycle activities, activations and
promotions
- Pro-actively
manage the cash and credit resources of of own area and of customers to
drive growth of KWAL brands in terms of volume and value
- Identifying
business opportunities and providing suggestions to close the
opportunities
- Monitor
and manage company assets such as fridges, vehicles merchandising stock
and other tools of trade in line with KWAL policies and procedures to
ensure optimal use
- Participate
in setting up and achieving strategic sales targets for the market.
- Maintain
distribution calendars and act as a brand ambassador for KWAL products
through in-depth knowledge of the brands and passion for what they
represent
- Implement
the ‘picture of success’ and channel plans and delivering results on time
and in full, against agreed targets and budgets
Innovation and
continuous Improvement
- Share
and implement new ideas regarding sales and improving effectiveness of
sales processes and sharing new learnings within the team
- Provide
timely feedback to Area Sales Manager, or identified support personnel
supporting appropriate systems on areas for improvement on efficiencies,
competition activities or any urgent issues requiring quick solutions and
attention
- Identify
business opportunities and provide suggestions to close the
opportunities
- Continually
improve processes and suggest innovative products based on market
feedback
Build and Maintain
Relationships
- Analyse
and understand needs of all customers by using route schedules to identify
sales opportunities and influence orders for increased sales
- Maintain
an active customer database on the Sales Force Automation Tool with
quality data input
- Manage
customer accounts optimally (account status, credit committee, client
resources to drive growth)
- Act
as a brand ambassador for KWAL portfolio of products through in-depth
knowledge of the brands and passion for what they represent
- Resolve
customer queries according to quality control and stock levels to ensure
customer satisfaction
Requirements
Academic Qualifications
- Bachelor
of Commerce, Marketing, Business Administration or Related field
Professional
Qualifications
- Professional
qualification in Marketing such as Certified Sales and Marketing
Professional (CSMP) or Chartered Institute of Marketing (CIM) or
equivalent is an added advantage
- Must
possess a clean and valid driving license.
Experience
- At
least 3 years’ experience in Sales in FMCG
Competencies
Technical Competencies
- Good
understanding of sales concepts and brand profitability analyses
- Previous
sales experience with successful track record
- Ability
to ensure consistent supply and availability of the product to the end
consumer
- Proficient
in building and maintaining strong relationships with customers and
partners, understanding their needs, and providing solutions that enhance
satisfaction and loyalty
- Skilled
in understanding and meeting customer needs through effective
communication, problem-solving, and service delivery, building customer
loyalty and driving repeat business
- Ability
to driving own development plan and contribute to the team’s objectives
- Strong
negotiation skills
Behavioural
Competencies
- Ability
to organise and manage tasks and resources.
- Proficient
in analysing data and information to make informed decisions
- Ability
to negotiate terms, agreements, and contracts with clients, partners, and
vendors.
- Understand
and meet customer needs.
- Self-awareness
and empathy, effectively managing personal emotions and understanding
those of others.
- Employ
logical reasoning and critical thinking to evaluate information and make
sound decisions.
- Ability
to come up with innovative ideas and approaches to improve products and
processes.
- Seek
new opportunities to enhance products and services
- Make
informed and timely decisions that align with the company’s strategic
objectives
- Ensure
all tasks are completed timeously
- Communicate
effectively with diverse audiences, ensuring clarity and understanding.
How to Apply
