FMCG Company Sales Representative Job in Coast Region, Kenya

Mar 6, 2016

Job Title: Sales Representative

Job Code: SR/BD/160304

Number of Positions Open: 1

Reports To: Field Sales Manager
 

Location: Coast Region, Kenya

Closing Date: Open Until Filled

Summary: Our client is a FMCG company looking for a Sales Representative

Job Summary: A pragmatic attitude towards operational business performance and high awareness of financial implications is a basic requirement.

 

Primary Responsibilities:

• Ensure the delivery of brand, category and customer objectives, whilst ensuring the delivery of agreed sales and distribution targets.


• Act as the internal and external ‘Customer Champion’ ensuring customer relationships are established and maintained through partnership, collaboration and co-creation.


• Create and implement a customer account plan (Key Accounts and relevant Customers) that


• Ensure the delivery of brand, category and customer objectives, whilst ensuring the delivery of agreed sales, profit, pricing and distribution targets.


• To steer the region’s growth by adapting strategies as set by to gain Distribution, market shares, maintain and improve presence at POS versus competition.


• Present and sell company products to existing and potential customers.


• Prepare action plans and schedules to identify potential Customers and to project the number of contacts to be made.


• Follow up on new leads and referrals resulting from field activity.


• Identify sales prospects and contact these and other accounts as assigned.


• Establish and maintain current Customer and potential Customer relationships.


• Manage Customers through regular calls and other follow-up.


• Identify and resolve Customer issues.


• Prepare a variety of status reports, including activity, closings, follow-up, and adherence to goals.


• Communicate competitive product developments, launches/ re-launches, opportunities, special developments, information, or feedback gathered through field activity to Field Sales Manager.


• Coordinate merchandising activities to maintain shelf image.


• Propose/ develop and implement special sales activities to reduce stock.


• Other duties as assigned.


• To co-ordinate the Africa customer investment strategy, maximising long-term profitable growth, within the parameters as set for you. (Trade/Promotional Spend)


• Manage Merchandisers and set proper routing and work schedules.

Additional Responsibilities

• Participate in marketing events such as seminars, trade shows, and telemarketing events.


• Follow-up for collection of payment.


• Coordinate shipping schedules and delivery of products.


• Provide on-the-job training to Merchandisers and shelf stockers / Shelf assistants.


• Maintain the Company vehicle in good working condition

Critical Action Planning & Implementation

• Achieve annual ‘Net Sales’ of regions development targets


• Create ‘pull’ in order to achieve annual country sales targets.


• Mutually prepare/ present the Customers annual plan in line with objectives.


• Provide recommendations to the Customer for inventory planning and replenishment for optimized supply chain.


• Review and maintain agreed pricing policies in all trade channels.


• Execute consumer promotions in line with marketing plan.


• Execute visibility programs in line with overall East Africa objectives.


• Ensure 100% coverage of the region allocated with channel distribution based on the most efficient assortment list.


• Be a key asset with regard to timely roll-out of product launches and in-market activities.


• Establish a territory best practices and share with Customers within the region and subsequently with all other sales team members


• Propose and improve efficiency for future development

Customers: Geographical Area as defined.

• Ensure effective and efficient distribution of the various focus categories. Deodorant, Jelly and Soap. They should be available in the entire region.


• Visit Customers on a regular basis (As per detailed itinerary). Customer visits include to Wholesalers, Key Accounts, and Mass Market.


• Set in-store standards and provide training and guidance for the achievement thereof.


• Present and agree the approved Customer Plan, covering all business requirements i.e. Sales Development (Turnover); Store Standards, Promotional Activity, Product assortment.


• Supply accurate and updated information on orders to Customer service.

Team Interaction:

• Present ideas on activities/ promotions to the Field Sales Manager for approval prior to implementation


• Send detailed sales monthly reports. The report should include Customer visits for the period, stock issues, competitive price positioning for the 4-main categories, Activities for the month, competitor activity, issues in the market, solutions to the issues and shelf off take of the top ten outlets in each category.


• Report and recommend ways to reduce levels of grey imports and counterfeits if any. Assist the team in providing information on the same.


• Sales vs. Target and explanation on deviations; Promotional implementation (i.e. postering, trade offers, Mall Activations, Store Specific Promo`s etc.); Competitor Activity (ATL/BTL).


• Train Whole seller representatives. Inform on products merchandising and sales skills, market Review and define action plans for reps activities and support important negotiations.


• When involved in a project, supply frequent updated information to the team on the ground and to the Field Sales Manager.

Pricing

• Manage recommended prices in trade.


• The brand should not be below competition.


• Communicate all pricing (ongoing and promotional) to all distributors on a frequent basis to ensure everybody is aware of the pricing, and can maximize any promotional activity.


• Communicate on competitor pricing.

Knowledge, Skills and Experience:

• Basic reading, writing, and arithmetic skills required. Minimum O-Level formal education (acquired through secondary school).


• Ability to persuade and influence others.


• Ability to develop and deliver presentations.


• Ability to create, composes, and edits written materials.


• Strong interpersonal and communication skills.


• Knowledge of advertising and sales promotion techniques.


• This is normally acquired through a combination of the completion of Sales / Marketing Diploma with 2 years Sales or Marketing experience /Bachelor"s Degree and 1 Year of sales or marketing experience.


• Visibility requires maintaining a professional appearance and providing a positive company image to the public.


• Work requires significant local travel to current and potential clients. This requires the possession of a valid state driver’s license within 60 days of employment.


• Work requires willingness to work a flexible schedule and occasional overnight travel.

How to Apply:

 
Interested candidates holding the necessary requirements, good performance and / or references are encouraged to apply with detailed CV’s, inclusive of names and contacts of 3 referees, current telephone number and email address by scrolling down and clicking on: Sales Representative

Kindly include your current and expected remuneration in your application.

Be advised, this job is open to Kenyan nationals only