Main Responsibilities
Sales and Sales Target
Achieve sales volume and revenue targets by customer as per customer and channel plans
Conduct clients visits in the assigned channel and chive the required customer visit rates through effective call compliance and journey plan adherence
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 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.
Promote product affordability on price by ensuring adherence to Recommended Retail Price (RSP) guidelines per strategic focus brand by channel and outlet type.
Promotion – Identify, negotiate, plan and execute temporary activities at the Point of Purchase that create an additional temporary impulse to buy a particular brand or product. All promotions should be supported by adequate stocks, and clearly communicated on shelf and off shelf displays
Identify, negotiate, plan and execute activation opportunities such as promotions and tastings with customer in line with the customer sales plan.
Persuasion – Negotiate and execute activities at the Point of Purchase related to actively or passively recommending our brand/ product. This includes deployment of POS Materials,
building relationships with outlet staff through product training, shelf stocker branding etc
Conduct client visits for existing and potential outlets in the assigned territory in order to achieve the channel & customer objectives 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.
Analyse category data and trends specific to the customer through data tools (data Orbis) and draw insights
Actively use data and trends (shopper, category) to influence, negotiate and build winning customer strategies
Innovation and continuous Improvement
Share and implement new ideas regarding sales and improving effectiveness of sales processes and sharing new learnings within the team
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)
Report customer complaints so that action can be taken by development and marketing team.
Act as a brand ambassador for KWAL and Heineken (HBI) portfolio of products through in-depth knowledge of the brands and passion for what they represent.
Qualifications
BA/BSc/HND
