Join KWAL and be a part of something bigger, as we accelerate excellence as a proud member of the HEINEKEN global family. While we unlock new opportunities and shape the next chapter of our journey, KWAL is embedding a high-performing, agile business driven by innovation and purpose.
Job Purpose
This position is responsible for increasing sales revenue within the allocated region, managing, servicing and executing existing outlets while prospecting and developing new accounts with a focus on building long-term customer relationships to ensure listing and execution of the focus brands.
Main Responsibilities
Sales and Sales Target
- Achieve sales volume and revenue targets by territory as per territory plans.
- Conduct client visits in the assigned territory and achieve required customer visit rates through effective call compliance and journey plan adherence.
- Identify and negotiate listings and targets for strategic focus brands to drive and maintain numeric distribution by channel and brand category.
- Identify and negotiate SOVI, manage out-of-stocks, and achieve cold and ambient space targets by channel and brand category.
- Achieve price adherence based on RSP guidelines for strategic focus brands by channel and outlet type.
- Identify and negotiate activation opportunities, including cycles, promotions, and tastings.
- Ensure on-time and in-full deliveries of orders within agreed service levels.
- Execute customer promotions in line with the territory sales plan.
- Increase sales coverage by identifying new sales prospects according to the segmentation tool.
- Manage the return on investment of cycle activities, activations, and promotions.
- Manage cash and credit resources for the area and customers to drive growth of KWAL brands.
- Identify business opportunities and provide suggestions to close them.
- Monitor and manage company assets such as fridges, vehicles, merchandising stock, and other tools of trade.
- Participate in setting and achieving strategic sales targets for the market.
- Maintain distribution calendars and act as a brand ambassador for KWAL products.
- Implement the picture of success and channel plans, delivering results on time and in full against agreed targets and budgets.
Innovation and Continuous Improvement
- Share and implement new ideas to improve sales effectiveness and processes.
- Provide timely feedback to the Area Sales Manager or support personnel on process improvements, competitor activity, and urgent issues.
- Identify business opportunities and provide suggestions to close them.
- Improve processes continuously and suggest innovative products based on market feedback.
Build and Maintain Relationships
- Analyse customer needs using route schedules to identify sales opportunities and influence orders.
- Maintain an active customer database on the Sales Force Automation Tool with quality data input.
- Manage customer accounts optimally, including account status, credit committee requirements, and client resources.
- Act as a brand ambassador for KWAL products through in-depth brand knowledge.
- Resolve customer queries according to quality control and stock levels.
Minimum Required Qualifications, Knowledge and Experience
Academic Qualifications: Bachelor of Commerce, Marketing, Business Administration, or a related field.
Professional Qualifications: A professional qualification in Marketing, such as CSMP, CIM, or equivalent, is an added advantage. Candidates must possess a clean and valid driving licence.
Experience: At least 3 years' experience in FMCG sales.
Competencies
- Passion for sales and an energetic approach.
- Ability to build customer relationships and generate leads.
- Ability to achieve sales targets with a results-oriented mindset.
- Ability to organise and manage tasks and resources.
- Proficiency in analysing data and information to make informed decisions.
- Ability to negotiate terms, agreements, and contracts.
- Understanding of customer needs.
- Self-awareness and empathy.
- Logical reasoning and critical thinking.
- Ability to develop innovative ideas and approaches.
- Ability to identify opportunities to enhance products and services.
- Ability to make informed and timely decisions aligned with company objectives.
- Ability to complete tasks on time and communicate effectively with diverse audiences.