Position Summary

The Sales Representative – DPH will be responsible for managing sell-in performance across assigned customer segments, onboarding new accounts, maintaining an active sales pipeline, and driving the growth of DPH categories. This role is focused on commercial sales execution, and account development, with no responsibility for in-store execution, merchandising, or field activation activities.

Key Duties & Responsibilities

Sell-In & Account Development

Drive sales growth across assigned DPH customer segments as directed by the Category Manager.

Identify and onboard new accounts within the DPH category, managing proposals, pricing, and negotiations.

Negotiate listing agreements, pricing terms, shelf space allocation, and promotional opportunities.

Maintain an active sales pipeline, providing weekly updates to the Category Manager on progress and conversions.

Existing Account Management

Conduct regular visits to existing accounts to review sales history, identify gaps, and propose new SKUs or range extensions.

Ensure all accounts have documented and approved pricing and credit terms before placing orders.

Monitor competitor activities and report on sales trends within the assigned accounts.

Commercial Compliance & Coordination

Ensure all commercial terms, such as pricing and credit, are documented and submitted for approval before implementation.

Ensure full compliance with company policies regarding pricing, credit terms, and trade agreements.

Customer Relationship & Issue Management

Build strong, lasting relationships with customers to drive sales growth and resolve issues promptly.

Escalate commercial disputes, pricing issues, and customer complaints to the Category Manager immediately.

Reporting & Performance Monitoring

Prepare weekly and monthly reports, including:

• Sell-In Activity Report (accounts visited, proposals made, orders secured)
• New Account Onboarding Report
• Sales Pipeline & Conversion Report
• Account Visit Coverage Report
• Competitor Activity & Market Intelligence Report
• Customer Complaints & Escalation Log

Qualifications & Experience

Diploma or Bachelor’s degree in Business Administration, Sales, Marketing, Pharmacy, or related field.

2–4 years’ experience in sales, account management, or business development, preferably in FMCG, pharmaceuticals, or household products.

Experience in modern trade, wholesale, or general trade distribution is an added advantage.

Exposure to regulated or semi-regulated product categories is desirable.

Key Skills & Competencies

Strong sales, negotiation, and commercial closing skills.

Strong understanding of DPH product categories and market dynamics.

Ability to build relationships, manage customer needs, and resolve issues efficiently.

Strong commercial awareness, including pricing, credit terms, and trade agreements.

Strong organizational and planning skills with an ability to work independently.

Basic analytical skills for sales tracking and pipeline management.

High level of integrity and professionalism, especially in handling sensitive product categories.

• Drive sales growth across assigned DPH customer segments as directed by the Category Manager.
• Identify and onboard new accounts within the DPH category, managing proposals, pricing, and negotiations.
• Negotiate listing agreements, pricing terms, shelf space allocation, and promotional opportunities.
• Maintain an active sales pipeline, providing weekly updates to the Category Manager on progress and conversions.
• Conduct regular visits to existing accounts to review sales history, identify gaps, and propose new SKUs or range extensions.
• Ensure all accounts have documented and approved pricing and credit terms before placing orders.
• Monitor competitor activities and report on sales trends within the assigned accounts.
• Ensure all commercial terms, such as pricing and credit, are documented and submitted for approval before implementation.
• Ensure full compliance with company policies regarding pricing, credit terms, and trade agreements.
• Build strong, lasting relationships with customers to drive sales growth and resolve issues promptly.
• Escalate commercial disputes, pricing issues, and customer complaints to the Category Manager immediately.
• Prepare weekly and monthly reports, including: Sell-In Activity Report, New Account Onboarding Report, Sales Pipeline & Conversion Report, Account Visit Coverage Report, Competitor Activity & Market Intelligence Report, Customer Complaints & Escalation Log.

• Strong sales, negotiation, and commercial closing skills.
• Strong understanding of DPH product categories and market dynamics.
• Ability to build relationships, manage customer needs, and resolve issues efficiently.
• Strong commercial awareness, including pricing, credit terms, and trade agreements.
• Strong organizational and planning skills with an ability to work independently.
• Basic analytical skills for sales tracking and pipeline management.
• High level of integrity and professionalism, especially in handling sensitive product categories.

• Diploma or Bachelor’s degree in Business Administration, Sales, Marketing, Pharmacy, or related field.
• 2–4 years’ experience in sales, account management, or business development, preferably in FMCG, pharmaceuticals, or household products.
• Experience in modern trade, wholesale, or general trade distribution is an added advantage.
• Exposure to regulated or semi-regulated product categories is desirable.