About the job

Account Management

Partner with distributors, account managers and other partners to meet and exceed sales growth targets Maintain detailed sales target control Address and follow-up all customer queries and problems Stay abreast of the market and competitors Meet client/customer and company performance standards Escalate any issues that remain unsolved to respective line manager Conduct quarterly business review sessions with client to unlock growth opportunities .

Team Management

Ensure all information is cascaded and escalated in a timely and accurate manner Ensure feet on street and on ground tracking of team activities & performance Provide timely and accurate daily attendance records and hours of work Ensure your span of control is maintained Identify training needs and communicate the same to L&D or HR Ensure all team members are trained as per agreed training calendar Ensure that respective team adhere to HR policies, procedures, company ways of working and Code of business principles Ensure general discipline is maintained by respective team including dress code Proper Leave management that ensures no leave liability for respective team members .

Operational Excellence

Mantain Joint Business plans (JBPs) Submit daily & weekly reports regarding Joint Business plans (JBPs) to line manager Maintain distributor contacts Work closely with Key Distributor customer service department to ensure timely dispatch and delivery of customer orders Document and manage expenditures Ensure management of Smollan assets including HHT devices Ensure compliance of set regulations between your team and distributor Implement and maintain sales operational excellence, policies and procedures including standard operating procedures Compile extensive route planning including designing of your team call cycles / PJPs and timely communication of changes on call cycles / PJPs Develop and maintain relevant database of your team customers Ensure accurate information is recorded and quality checked, take corrective action where necessary Keep abreast of new developments in the industry and communicate new developments to your team and line Manager Agree on deliverables, scope and timelines with line managers .

Operational Management

Communicate and ensure team understanding of set store KPIs Oversee the execution and achievement of agreed store KPIs Coordinate with store managers to unlock store challenges with respect to store KPIs Ensure execution of 6Ps at store level Follow stipulated guidelines regarding stock management including orders and returns policies Oversee management of shelf health i.e Stock replenishment, Facings, integrity of planogram Ensure implementation and monitoring of planograms at store level Ensure effective implementation of promotional activities Oversee execution of in-store activations as per agreed activations plans Provide communication regarding set sales targets to respective team members Continuously monitor and evaluate set sales targets to ensure achievement Ensure sales volume growth through demand creation Conduct client specific instore audits Continuously benchmark and optimise sales achievement processes against best practice Provide regular feedback to Line Manager .

Qualifications or requirements

2- 3 Years’ or more experience in the FMCG Industry as a senior sales representative||Essential / Minimum|2-5 years|

Degree, Higher or Basic Diploma in sales & marketing or relevant field

Sales Management

People management

Administration skills

Customer Service Skills

COUNTRY: Kenya

• Partner with distributors, account managers and other partners to meet and exceed sales growth targets
• Maintain detailed sales target control
• Address and follow-up all customer queries and problems
• Stay abreast of the market and competitors
• Meet client/customer and company performance standards
• Escalate any issues that remain unsolved to respective line manager
• Conduct quarterly business review sessions with client to unlock growth opportunities
• Ensure all information is cascaded and escalated in a timely and accurate manner
• Ensure feet on street and on ground tracking of team activities & performance
• Provide timely and accurate daily attendance records and hours of work
• Ensure your span of control is maintained
• Identify training needs and communicate the same to L&D or HR
• Ensure all team members are trained as per agreed training calendar
• Ensure that respective team adhere to HR policies, procedures, company ways of working and Code of business principles
• Ensure general discipline is maintained by respective team including dress code
• Proper Leave management that ensures no leave liability for respective team members
• Maintain Joint Business plans (JBPs)
• Submit daily & weekly reports regarding Joint Business plans (JBPs) to line manager
• Maintain distributor contacts
• Work closely with Key Distributor customer service department to ensure timely dispatch and delivery of customer orders
• Document and manage expenditures
• Ensure management of Smollan assets including HHT devices
• Ensure compliance of set regulations between your team and distributor
• Implement and maintain sales operational excellence, policies and procedures including standard operating procedures
• Compile extensive route planning including designing of your team call cycles / PJPs and timely communication of changes on call cycles / PJPs
• Develop and maintain relevant database of your team customers
• Ensure accurate information is recorded and quality checked, take corrective action where necessary
• Keep abreast of new developments in the industry and communicate new developments to your team and line Manager
• Agree on deliverables, scope and timelines with line managers
• Communicate and ensure team understanding of set store KPIs
• Oversee the execution and achievement of agreed store KPIs
• Coordinate with store managers to unlock store challenges with respect to store KPIs
• Ensure execution of 6Ps at store level
• Follow stipulated guidelines regarding stock management including orders and returns policies
• Oversee management of shelf health i.e Stock replenishment, Facings, integrity of planogram
• Ensure implementation and monitoring of planograms at store level
• Ensure effective implementation of promotional activities
• Oversee execution of in-store activations as per agreed activations plans
• Provide communication regarding set sales targets to respective team members
• Continuously monitor and evaluate set sales targets to ensure achievement
• Ensure sales volume growth through demand creation
• Conduct client specific instore audits
• Continuously benchmark and optimise sales achievement processes against best practice
• Provide regular feedback to Line Manager

• Sales Management
• People management
• Administration skills
• Customer Service Skills

• 2- 3 Years’ or more experience in the FMCG Industry as a senior sales representative
• Degree, Higher or Basic Diploma in sales & marketing or relevant field