Scope of Role

The sales representative is responsible for the company’s sales in his allocated area, daily deliveries of the product as per the route plan, managing the company’s relationship with the outlets and the consumers and collection and management of daily and weekly sales data of individual outlets and his area at large. He/she is responsible for tracking competitor trade practices, new opportunities and challenges in the area and reporting to his line manager in a timely and suggesting a possible solution.

Purpose of Role

• This role is the link between the company and the outlets. it assures smooth communication and workflow between the company’s distribution network and outlets. It is also responsible for the inflow of customer and consumer feedback, complaints, market dynamics and competitor trade practices.
• Generate orders, maintain standards and identify growth opportunities within the outlet dynamics to drive sales volumes, market share, in-outlet execution and customer service excellence.
• Closely follow up and monitor the relationship between the distributor’s truck personnel and the outlets for any issues that might impact the relationship and experience of the outlets with the company and its representatives.
• Identify outlets in the area for promotions based on valid and justifiable reasoning and in coordination with the trade marketing team, implement promotions in the outlets. This role is also responsible for the proper placement and tracking of company trade assets.

Key Responsibilities and Accountabilities

• Assess the area for opportunities: – the sales representative is responsible for two basic functions: prepare and evaluate area information and evaluate outlet performance and needs.
• He/she will make sure that outlets are assessed and coded against channel guidelines, identify area growth opportunities and execution gaps and make sure they are supported by area data and competitor analysis.
• Moreover, he/she is expected to understand the outlet’s business behaviour in decision makings, preference and practice and develop outlet profiling based on capacity, sales volume, market share and consumer demography.
• Plan for sales execution and implementing the sales plan: – develop an outlet plan to achieve the target which includes segmentation and prioritization of outlets, per outlet volume and market share target distribution, outlet penetration strategy, in-trade execution plan, and sales call scheduling (route plan) and promotion need assessment.
• Make a consistent and periodic sales visit to outlets.
• Check stock balance, assess POSM needs, POSM placement, price and availability compliance, identify growth and competitive opportunities in the outlet, discuss issues and opportunities with the customer, Influence order to be placed, Record follow-up actions before departing from the outlet.
• In addition, make sure promotion ideas are sold into the outlet and consumers, promotions are implemented to standard and meet objectives, evaluate and report.
• Measurement of area sales performance: continuously follow up and measure sales volume and market share against a target for outlets and the area. In-trade execution progress, POSM control and maintenance progress monitored, measured against the plan for outlets and area.
• Teamwork and participation: practice open and honest communication within the workplace with subordinates, external parties such as distributors and their staff and line managers.
• Live up to the company values, make sure handovers are communicated smoothly in any circumstances to ensure continuity and accountability in the marketplace, participate in promotions, POSM deployment or any other activities outside of the assigned area.

Job Requirements

Qualification and Experience Required

• BA or BSC in business or related field
• Minimum two-years of working experience in sales and related profession.
• Good analytical skills, result oriented, quick learner.
• Entrepreneurial team player excited to contribute to help build Komari beverage.
• Strong interpersonal communication and basic report writing skill.
• Energetic, enthusiastic and eager to learn.
• Takes initiative and is assertive.
• Proactive in decision making.
• Basic Microsoft office and email skills.