KWAL Sales Representative (HORECA) Job in Nairobi

Kenya Wine Agencies Ltd (KWAL)

Job Title: Sales Representative – HORECAS

Function / Division: Commercial

Department: Sales and Distribution

Supervisor / Manager Title: HORECA 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 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.

All applicants are encouraged to send through their applications to recruitment@kwal.co.ke before close of business Friday January 26, 2018.

“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).”


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Sales and Marketing
Updated: January 15, 2018 — 10:18 am