Background

Highlands is a Kenyan company manufacturing and marketing non-alcoholic beverages, with a history spanning 69 years. A Pioneer of the East African beverages industry, Highlands has been transformed from a small family factory to a category leader with an "own-brand" portfolio that spans the major beverage categories and consumer segments of the market.

Job Purpose

To drive sales growth within the assigned territory by selling and promoting company products, ensuring product availability in customer outlets, maintaining optimal stock levels, and delivering excellent customer service while achieving assigned sales targets.

Key Duties and Responsibilities

Sales and Customer Management

• Take customer orders and ensure timely delivery of products.
• Build and maintain strong relationships with customers.
• Sell and promote company products.
• Resolve customer concerns and escalate issues where necessary.

Expected output.

• Achieve growth in sales and customer retention through excellent customer service and effective product promotion.

Product Distribution and Route Execution

• Execute daily sales routes as assigned.
• Ensure products are delivered accurately and on time.
• Identify and develop new sales opportunities.

Expected output.

• Ensure efficient route coverage, timely product deliveries, and increased product availability within the assigned territory.

Stock Management

• Monitor and manage van stock levels.
• Reconcile stock issued, sold, and returned daily.
• Report stock discrepancies promptly.

Expected output.

• Maintain accurate stock accountability while minimizing stock losses, damages, and variances.

Sales Performance Management

• Achieve monthly sales targets.
• Monitor market trends and competitor activities.
• Participate in sales promotions and activations.

Expected output.

• Consistently achieve sales targets and provide valuable market insights that support business growth

Reporting and Administration

• Prepare and submit daily sales reports.
• Maintain accurate sales, stock, and customer records.

Expected output.

• Provide timely and accurate sales, stock, and customer information to support effective decision-making.

Knowledge, Experience and Qualifications Required

• Education: Diploma or Certificate in Sales, Marketing, Business Administration, or a related field.
• Professional Qualification: Valid Commercial Driving Licence.
• Experience: Minimum five (5) years experience in Van Sales, FMCG Sales, Distribution, or a related field.

Competencies

Technical Competencies:

• Sales and negotiation skills.
• Route planning and territory management.
• Stock management and inventory control.
• Customer relationship management.

Behavioural Competencies:

• Strong communication and interpersonal skills.
• Customer-focused approach.
• High integrity and accountability.
• Results-oriented and self-driven.

Responsibility for Finances and Physical Assets

• Responsible for company products assigned for sale and distribution.
• Responsible for the company sales van and related equipment.
• Accountable for safeguarding company assets entrusted to the role.

Decision-Making

• Managing daily customer interactions and sales activities.
• Prioritizing route execution to maximize sales opportunities.
• Identifying new customer acquisition opportunities.

Job Hazards

• Frequent travel and driving within assigned territories.
• Exposure to road traffic risks.
• Manual handling of products during loading and offloading.

• Take customer orders and ensure timely delivery of products.
• Build and maintain strong relationships with customers.
• Sell and promote company products.
• Resolve customer concerns and escalate issues where necessary.
• Execute daily sales routes as assigned.
• Ensure products are delivered accurately and on time.
• Identify and develop new sales opportunities.
• Monitor and manage van stock levels.
• Reconcile stock issued, sold, and returned daily.
• Report stock discrepancies promptly.
• Achieve monthly sales targets.
• Monitor market trends and competitor activities.
• Participate in sales promotions and activations.
• Prepare and submit daily sales reports.
• Maintain accurate sales, stock, and customer records.

• Sales and negotiation skills.
• Route planning and territory management.
• Stock management and inventory control.
• Customer relationship management.
• Strong communication and interpersonal skills.
• Customer-focused approach.
• High integrity and accountability.
• Results-oriented and self-driven.

• Diploma or Certificate in Sales, Marketing, Business Administration, or a related field.
• Valid Commercial Driving Licence.