Sales Representative On Trade

Academic Qualifications

• Bachelor of Commerce, Marketing, Business Administration or Related field
  

Professional Qualifications

• Professional qualification in Marketing such as Certified Sales and Marketing Professional (CSMP) or Chartered Institute of Marketing (CIM) or equivalent is an added advantage.
  
• Must possess a clean and valid driving license.
  

Experience

• At least 4 years’ experience in Sales in FMCG
  

Sales Revenue Growth in HORECAS

• Achieve volume and revenue targets for the assigned HORECA outlets as per operational plans
  
• 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 (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.
  
• Come up with initiatives to accelerate Rate of Sale through activations and visiting the set number of outlets per day
  
• Support marketing teams in ensuring excellent execution of Horeca Activations
  
• Train Waiters on brand Knowledge and perfect serve of our brands, always driving a premium image
  
• 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, waiter branding etc
  
• Pro-actively manage the distributor accounts cash and credit resources of the customer to drive growth of KWAL brands in terms of volume and value
  
• Maintain the required customer visit hit rate; call effectiveness and minimum order quantities and/ or values in order to drive sales in volume and value
  
• Gather market intelligence on competition and participate in setting up and achieving strategic sales targets for the market
  
• Identify potential new accounts and open the accounts directly with KWAL to grow business and drive volumes
  
• Monitor and manage company assets such as fridges, vehicles merchandising stock and other tools of trade in line with KWAL policies and procedures to ensure optimal use
  
• Monitor and manage company assets such as fridges, vehicles within the KWAL policies and procedures to ensure optimal use.
  
• Ensure HORECAs Accounts operates within the stated credit limits.
  

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 portfolio of products through in-depth knowledge of the brands and passion for what they represent