HORECA Sales Representative

Job Purpose

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 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.