KWAL Key Accounts Sales Representative Job in Nairobi, Kenya

KWAL is looking for a well-organized and highly motivated individual who is result-oriented to fill the following position:

Sales Representative – Key Accounts

1 Post


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 and Accountabilities

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.

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 Supermarkets or Key accounts 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 – Key Accounts, potential customers, distributors.

Work Environment: This is a field based role.

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,

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.


Sales and Marketing
Updated: October 8, 2018 — 8:55 am