Vacancies in KWAL, Nairobi, Kenya

KWAL is looking for well-organized and highly motivated individuals who are result-oriented to fill the following positions:

Territory Sales Manager
REF-TSM-NRB-06-2019
Function/Division: Commercial
Department: Sales and Distribution
Supervisor/Manager Title: National Sales Manager
Location: Nairobi
Job Purpose: Reporting to the National Sales Manager, the job holder will be responsible for ensuring sales targets for the assigned region are achieved effectively and efficiently, managing marketing activities within the territory and resolve as well as attend to customer queries and complaints. The role will be based in Nairobi Region.
Responsibilities and Accountabilities
Area 1: Trade development
·         Ensure the territory achieves given sales targets (Volume and Value) through hands on management of given accounts/ territory in line with the sales and distribution plans.
·         Ensure call compliance, strike rate targets and outlet expansion is exceeded in the given territory as per SFA targets
·         Ensure adequate product listings and product visibility in outlets and monitoring brand trade performance through client call cycle schedules
·         Oversee the execution of the merchandising and promotional activities as per approved plans in their assigned territory.
·         Create value adding marketing/ business relationships, within the territory clients by resolving customer concerns and feedback.
·         Collect information on market intelligence, analyze market competition within the territory and prepare reports on market trends, competitor to support decision making.
Area 2: Team management
·         Supervise, motivate and develop the territory sales representatives assigned in their areas to ensure maximum returns for the business.
·         Regularly oversee the Territory Sales Representative visits to outlets to ensure that the 4A`s(Availability, Accessibility, Affordability and Activation) are being applied and address any skills gaps.
Area 3: Distributor Management
·         Work in collaboration with the distributors and the Territory Sales Representatives to ensure stockiest and retail outlets in assigned territory are fully serviced as per agreed SLA`s.
Area 4: Budget Management
·         Assist any KWAL regional budgeting activity assigned and drawing up of budgets for market activity recommendation.
Minimum Requirements
·         Bachelor degree in a business related field.
·         A Master’s Degree a relevant field will be an added advantage.
·         A minimum of 5 years in sales and distribution within the FMCG Industry.
·         Working knowledge in the respective area will be an added advantage.
·         Possession of a clean and valid driving license.
·         Practical experience in use of MS packages and ERP systems.
Competencies / Attributes
·         Ability to grow and develop new markets.
·         Ability to coach, develop and lead a sales team.
·         Highly developed stakeholder management skills.
·         Excellent verbal and oral communication skills.
·         Excellent persuasion, negotiation and influencing skills.
·         Demonstrate sound judgment and problem solving skills.
·         High level of integrity
Relationships and working contacts
·         Internal – Sales and distribution, finance, marketing and warehousing.
·         External – Consumers, Drinks Venues, HORECA, Modern Trade, distributors, stockists.
Work Environment
·         This is a field based role with minimal office duties.

Sales Representative – HORECAs
REF-HOR-06-2019
3 Positions

The roles will be based in Coast and Nairobi regions.
Function / Division: Commercial
Department: Sales and Distribution
Supervisor / Manager Title: HORECA Manager
Location: Nairobi & Mombasa
Job Purpose: Reporting to the HORECA Manager, the job holder will be responsible 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 HORECA segment.
Responsibilities and Accountabilities
Area 1: 4 A’s Execution in HORECAS
·         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 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 in HORECAS
·         Conduct client visits for existing and potential outlets in order to achieve the 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.
·         Identify Potential New Accounts and open the accounts directly with Kwal to grow business and Drive Volumes.
Area 3: Debt Management
·         Ensure Account payment and Reconciliations are done on Time to avoid supply inconsistencies.
·         Ensure HORECAs Accounts operates within the stated credit limits.
Area 4: Relationship Management.
·         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.
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 HORECAS 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 – HORECAS, potential customers, distributors.
Work Environment
This is a field based role.

Territory Sales Representatives
REF-TSRS-06-2019
4 Positions
Function / Division: Commercial
Department: Sales and Distribution
Supervisor / Manager Title: Sales Manager
Location: Various
Job Purpose: Reporting to the respective Territory Sales Manager, the job holder will be responsible managing and servicing existing outlets while prospecting and developing new accounts with a focus on building long term customer relationships and increasing sales revenue. The roles will be based in various regions.
Responsibilities and Accountabilities
·         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 product availability targets for the assigned territory 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.
·         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 collabollation with the customer service team in an efficient manner.
·         Prepare and submit accurate and timely reports to the territory manager to facilitate proper planning.
Minimum Requirements
·         Bachelor degree in business a business related course.
·         A minimum of 3 years’ experience in Sales within a similar environment.
·         Membership in a professional body would be an added advantage.
·         Must possess a clean and valid driving license.
·         Practical experience in use of MS packages and ERP systems.
Competencies / Attributes
·         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, warehousing.
·         External – Consumers, drinks venues, modern trade, HORECA, distributors, stockists.
Work Environment
This is a field based role with limited Office time.
How to Apply
If you feel you meet the requirements for this position, 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,
KWAL,
Email: recruitment@kwal.co.ke
to be received not later than July 05, 2019.
Do not attach any certificates/scanned documents to your application.
Only short listed candidates will be contacted.
Canvassing will lead to automatic disqualification.
KENYA WINE AGENCIES LIMITED IS AN EQUAL OPPORTUNITY EMPLOYER AND DOES NOT CHARGE ANY FEES AT ANY STAGE OF THE RECRUITMENT PROCESS (APPLICATION, INTERVIEW MEETING, PROCESSING, OR TRAINING).

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