BIC products provide easy answers for everyday needs. In creating its first product, the BIC Cristal ballpoint pen, BIC chose to go straight to what’s essential: create something for everyone to use that is simple, yet reliable, and provides a solution for something that we all do.

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Sales Representative - Coast Region

JOB DESCRIPTION

To manage the sales and distribution of the company's products and services to customers and consumers within a defined geographic area of the Region. Ensuring that consistent, profitable growth in sales revenue is achieved. Management and control of sales resources to achieve maximum sales and profitability. Develops and implements sales strategies and action plans to meet corporate, sales, and marketing objectives. Manages, motivates and develops Sales Agents to produce the desired sales results and objectives.

MAIN RESPONSIBILITIES OF THE ROLE

Sales to customers within a defined geographic Area in the East Africa

Achievement of monthly sales volume and value targets across all three categories (Stationery, Lighters, Shavers and Shaving preps)

Ensure effective implementation of negotiated Key Account promotions and marketing strategies

To effectively manage third party Sales and Merchandising Agents, ensuring that sales targets' key Trade Promotions and In Store forward share objectives are achieved

To ensure cost effective sales call coverage is implemented, providing the required level of service to increase sales to customers and area profitability

To effectively manage the Sales Agents, ensuring that the agreed sales targets, promotional activity and marketing objectives are implemented at store level

Effective implementation of all negotiated promotions during Mini-Major Back to School and Shaver/Lighter promotional periods

Compiling and submission of required sales and market intelligence reports (Trade surveys, Sales contact Reports, In store audits, Daily/Weekly reports, Competitor activity Reports, Promotional Analysis Reports, New Products and Forward Share

Maintain and build solid trade relations with key customers, identify new customers and sales opportunities within the defined Area

Identify opportunities to increase numeric and weighted distribution of both existing and new products to Area customer base. Understanding of customer needs and product trends, tracking competitor activity and new product innovation

Develops job knowledge by participating in educational opportunities; reading professional publications; maintaining personal/professional networks

KEY PERFORMANCE INDICATORS (KPIs)

Achieve strike rate target for the allocated DSRs.

Achieve sales and coverage objective for allocated FSRs.

Ensure allocated stockist have required SKUS and are replenishing every month.

Ensure allocated merchandised outlets achieve 80% OSA target.

JOB SPECIFICATIONS

Academic and Professional qualifications

A Diploma /Degree in Sales and Marketing or a related field from a recognized institution of higher learning

Professional work experience

At least 2 years’ sales experience position within the FMCG/Office Products environment.

Good working knowledge of Microsoft Office Suite is required

Essential Skills & Competencies

Developed professional selling relationships with Wholesalers/Franchisers and Retailers

Good organization, communication and leadership skills

Negotiation and Conflict resolution skills

Ability to identify new business opportunities and customers

Presentation Skills

Develop and use collaborative relationships to facilitate the accomplishment of company objectives and goals. Obtain and offer collaboration without relying on authority

Time management – consistently able to effectively finish assignments; well organized

Mentoring and coaching skills

Team player and be able to lead from the front

• Sales to customers within a defined geographic Area in the East Africa
• Achievement of monthly sales volume and value targets across all three categories (Stationery, Lighters, Shavers and Shaving preps)
• Ensure effective implementation of negotiated Key Account promotions and marketing strategies
• To effectively manage third party Sales and Merchandising Agents, ensuring that sales targets' key Trade Promotions and In Store forward share objectives are achieved
• To ensure cost effective sales call coverage is implemented, providing the required level of service to increase sales to customers and area profitability
• To effectively manage the Sales Agents, ensuring that the agreed sales targets, promotional activity and marketing objectives are implemented at store level
• Effective implementation of all negotiated promotions during Mini-Major Back to School and Shaver/Lighter promotional periods
• Compiling and submission of required sales and market intelligence reports (Trade surveys, Sales contact Reports, In store audits, Daily/Weekly reports, Competitor activity Reports, Promotional Analysis Reports, New Products and Forward Share
• Maintain and build solid trade relations with key customers, identify new customers and sales opportunities within the defined Area
• Identify opportunities to increase numeric and weighted distribution of both existing and new products to Area customer base. Understanding of customer needs and product trends, tracking competitor activity and new product innovation
• Develops job knowledge by participating in educational opportunities; reading professional publications; maintaining personal/professional networks

• Developed professional selling relationships with Wholesalers/Franchisers and Retailers
• Good organization, communication and leadership skills
• Negotiation and Conflict resolution skills
• Ability to identify new business opportunities and customers
• Presentation Skills
• Develop and use collaborative relationships to facilitate the accomplishment of company objectives and goals. Obtain and offer collaboration without relying on authority
• Time management – consistently able to effectively finish assignments; well organized
• Mentoring and coaching skills
• Team player and be able to lead from the front

• A Diploma /Degree in Sales and Marketing or a related field from a recognized institution of higher learning
• At least 2 years’ sales experience position within the FMCG/Office Products environment.
• Good working knowledge of Microsoft Office Suite is required