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KWAL is looking for well-organized and highly motivated individual who is result-oriented to fill the following position:
HORECA Manager
REF-HOR-NRB-10-2019
Reporting to the National Sales Manager, the job holder will be responsible for driving volume and profit growth on annual, monthly & brand basis in the hotels & Restaurants they manage as well as manage relationships with the HORECA accounts.
Job Title: HORECA Manager
Function / Division: Commercial
Department: Sales and Distribution
Supervisor / Manager Title: National Sales Manager
Location: Nairobi
Job Purpose: The job holder will be responsible for driving volume and profit growth on annual, monthly & brand basis in the hotels & Restaurants they manage as well as manage relationships with the HORECA accounts.
Responsibilities and Accountabilities
Area 1: HORECA Strategies Development
·         Develop and implement strategies and tactical plans for HORECAS to ensure sustained business growth in the assigned customer market in line with the overall Commercial Division plans.
·         Effectively gather, interpret and utilize multiple information sources to develop customer-specific tactical plans and programs.
·         Collaborate with marketing teams regarding strategies to develop understanding of product distribution, placement, pricing and promotional initiatives
Area 2: Trade Development
·         Achieve product availability targets 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 national sales plan.
·         Using the SFA tool to analyse the market in terms of demand and use this information to manage metrics including calls, strike rate targets, outlet expansion, sales volume, profit, and expenses associated with selling products to the HORECAS.
Area 3: HORECAS Management
·         Ensure that the HORECAS are fully serviced as per agreed SLAs.
·         Execute key distribution, placement, pricing and promotion initiatives within assigned accounts to achieve target sales revenue in a profitable manner.
·         Recruit and serve HORECA outlets to the satisfaction of outlet owners and meet the company’s objectives.
·         Debt management within the approved credit policies
Area 4: Relationship Management
·         Establishing and managing winning trading relationships with the key contacts in the allocated portfolio for the overall benefit of the business.
·         Aligning sales functional excellence to changing market demands to the market need of the assigned portfolio to ensure sustained business operations and growth
Area 5: Team management
·         Organize and manage the available human capital within the department through training, development, performance management and proper positioning to ensure optimal productivity and high value services to internal and external customers.
Minimum Requirements
·         Bachelor degree in Business field.
·         A Master’s degree in a relevant field will be an added advantage.
·         A minimum of 5 years’ experience in retail and experience with HORECAS preferably in a beverage environment.
·         Practical experience in use of MS packages and ERP systems.
Competencies / Attributes
·         Strong leadership and team management skills.
·         A good appreciation of financial management concepts and profitability analysis.
·         Ability to build and maintain strategic relationships.
·         Good understanding of the sales environment and existing markets.
·         Highly developed customer management skills.
·         Passionate about achieving sales targets.
·         Demonstrated problem solving abilities and solution implementation.
·         High level of integrity.
Relationships and working contacts
·         Internal – sales and distribution, marketing and warehousing departments
·         External – HORECAS, potential customers, distributors.
Work Environment: This is an field based role.

Job Title: Territory Sales Representatives
REF-TSRS-10-2019
3 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 for 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 October 29, 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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