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Area Sales Representative

Closing: Dec 22, 2021

18 days remaining

Published: Nov 25, 2021 (9 days ago)

Job Requirements

Education:

Diploma, Associate's degree

Work experience:

2 years

Language skills:

English

Job Summary

Contract Type:

Full time

About us

Grain Industries Limited (GIL) is a company located in the Shimanzi area of Mombasa, Kenya. GIL has invested in a state of the art milling plant and has a vision to be the number one consumer goods company in Africa.

GIL’s aim is to grow its market share rapidly from 0% to 6% in its’ first year of operations in the wheat flour category in all segments of the market

About the role

Area Sales Representatives are critical to this success, being responsible for selling and delivering GILs’ brands to wholesalers, retailers and consumers

Purpose of Role:

  • Represents GIL brands in a professional way towards the market and ensures effective customer service

  • Perform various field market activities-selling, debt collection, market storms, visibility management, etc.

  • Ensures adequate route service

  • Captures consumer and retailer information

  • Manages sales staff-truck salesman

  • Achieves targets as defined by GIL and Regional Sales Managers


Responsibilities

About us

Grain Industries Limited (GIL) is a company located in the Shimanzi area of Mombasa, Kenya. GIL has invested in a state of the art milling plant and has a vision to be the number one consumer goods company in Africa.

GIL’s aim is to grow its market share rapidly from 0% to 6% in its’ first year of operations in the wheat flour category in all segments of the market

About the role

Area Sales Representatives are critical to this success, being responsible for selling and delivering GILs’ brands to wholesalers, retailers and consumers

Purpose of Role:

  • Represents GIL brands in a professional way towards the market and ensures effective customer service

  • Perform various field market activities-selling, debt collection, market storms, visibility management, etc.

  • Ensures adequate route service

  • Captures consumer and retailer information

  • Manages sales staff-truck salesman

  • Achieves targets as defined by GIL and Regional Sales Managers


Key Accountabities/Outputs

  • Achieves daily, weekly and monthly targets for assigned area

  • Ensures proper route planning & reviews territories and journey plans of sales men

  • Ensures Sales Driver activities (distribution, promotions, persuasion, quality, visibility) and audits are carried out

  • Increases the capabilities of the whole team (salesmen and loaders) by carrying out route accompaniment and coaching of salesmen

  • Carries out daily sales briefs and debriefs to the sales team

  • Gathers market and competitor information and communicates it to RSM

  • Ensures all GIL operating standards are in place in the assigned area

  • Manages key accounts sales and marketing initiatives in the area by planning and organizing daily work schedule to call on existing or potential customers

  • Advises company on gaps and opportunities in assigned area and suggests initiatives/activities to close identified gaps

  • Resolves customer complaints

  • Attends all planned meetings-daily/weekly/quarterly and participates as required

  • Ensures all accounts are managed effectively and efficiently- through a good understanding of customers and debt management within set guidelines

  • Identifies opportunities for promotions, branding, merchandising and carries out these activities in assigned area

  • Manage assigned company assets- vehicle, laptop etc.

Leadership Responsibilities:

  • The role calls for an individual who exhibits the following qualities:

  • Self-driven

  • Astute planner

  • Confident

  • Great at building long lasting relationships


Minimum Requirements

  • Minimum of 2 years of experience in FMCG business in sales & marketing. Experience in the Milling industry is an added advantage

  • Minimum of a Diploma in a Business-related course required


Key Performance Indicators

  •  Sales target achievements

  • Debt management targets

  • Market share targets

  • Market penetration target -Outlet listing- by self and truck salesmen

  • Amount of field visits and accompaniments

  • Reports per set deadlines

  • Motor vehicle management

 

Key Relationships

Internal:

  • Regional Sales Manager

  • Salesmen & loaders

  • Depot manager

  • Depot cashier

  • Credit Manager

  • Cashier

 

External:

  • Retailers

  • Wholesaler / distributors/ supermarkets/institutions

  • Consumers

  • Local stakeholders-government/police/chamber of commerce etc.


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