Sales Representatives (Nairobi, Mt Kenya, Kisii and Kakamega)

Job Purpose

Responsible for achieving profitable sales growth within the assigned Modern Trade territory by effectively servicing existing outlets, developing customer accounts, acquiring new business, ensuring appropriate product availability and in-store promotion execution, supporting timely collection of customer payments, and maintaining accurate sales and market information.

KEY RESPONSIBILITIES:

Territory and Route Management

• Plans and completes the approved outlet visits for the assigned territory.

• Ensures assigned outlets are visited at the required frequency and uses field time efficiently to maximise productive customer contact.

• Planning and executing appropriate follow-ups for LPO's, deliveries, payments, among others.

• Identifies route, access or customer issues that may affect territory performance and promptly reports significant problems to the Sales Supervisor.

• Maintains effective coverage of existing outlets while allocating sufficient time to prospecting and development of new business.

Sales and Order Generation

• Achieves agreed sales targets for the assigned territory.

• Presents and promotes company products, approved prices, promotions and commercial offers to customers.

• Identifies customer requirements and recommends suitable products and order quantities.

• Obtains accurate customer orders and submits them through approved company processes.

• Follows up outstanding, incomplete or unfulfilled orders and coordinates with relevant company staff to resolve issues.

• Seeks appropriate opportunities to increase order value, order frequency and product distribution.

Existing Account Development

• Develops productive commercial relationships with store managers, buyers, purchasing personnel and other relevant customer decision-makers.

• Grows sales from existing accounts by identifying opportunities to increase product range, purchasing frequency, order value and outlet penetration.

• Monitors declining, inactive or underperforming accounts and takes appropriate action to recover or develop sales.

• Identifies opportunities to introduce additional company products into existing outlets.

• Reports significant changes in customer demand, purchasing behavior and account potential.

New Customer Acquisition

• Identifies and prospects for suitable new Modern Trade customers and outlets within the assigned territory.

• Presents the company's products and commercial proposition to prospective customers.

• Assesses prospects and collects the information required for account approval and opening.

• Follows up qualified prospects through to account opening and first purchase wherever commercially appropriate.

• Develops newly opened accounts into active and sustainable customers.

• Maintains accurate records of prospects, leads, new accounts and required follow-up.

Modern Trade and In-Store Execution

• Monitors product availability and identifies stock-outs, low stock levels and lost-sales opportunities within assigned outlets.

• Checks that approved products, prices, promotions and displays are correctly implemented within assigned routes and outlets.

• Identifies opportunities to improve product visibility, distribution and availability.

• Coordinates with customers and relevant company staff to resolve stock, delivery, display, pricing, promotion or product-availability issues.

• Reports on competitor products, pricing, promotions, merchandising activity and other relevant market developments.

• Provides management with useful customer and market intelligence to support commercial decision-making.

Collections and Account Follow-up

• Supports achievement of agreed collection targets and follows up outstanding customer balances in accordance with approved company procedures.

• Collects or facilitates customer payments only through approved methods.

• Ensures company funds, payment records and financial documents entrusted to the role are accurately recorded, safeguarded and submitted within the required time.

• Reports overdue balances, disputed accounts, discrepancies and collection difficulties promptly.

Customer Service and Relationship Management

• Maintains professional and productive relationships with assigned customers and prospective customers.

• Responds promptly to routine customer enquiries and follows through on agreed actions.

• Coordinates the resolution of delivery problems, returns, product complaints, stock issues, payment disputes and other customer concerns.

• Resolves matters within delegated authority and escalates matters requiring management approval.

• Avoids making commitments on behalf of the company that have not been authorised.

Account Reporting

• Maintains complete, accurate and timely records of outlet visits, orders, stock holding per outlet, sales activity, collections, prospects, new accounts, customer issues and follow-up actions.

• Submits required sales and territory reports within agreed deadlines.

• Provides the Sales Supervisor with sufficient information to assess territory performance and identify risks or opportunities.

• Reports relevant customer feedback, competitor activity, market developments and operational issues affecting the assigned territory.

• Uses approved company systems, documents and reporting formats.

QUALIFICATIONS:

• Diploma, or Degree in Sales, Marketing, Business, or a related field.
• 2 years field sales experience, preferably in FMCG or manufacturing, with field sales exposure.
• Experience in both Modern Trade and General Trade
• Knowledge of and connections within the assigned territory is an advantage.
• Proven ability to meet sales targets, develop customers, and build strong relationships.
• Strong communication skills, work ethic, initiative, and positive attitude.



PERFORMANCE MEASURES:

Performance may be assessed against:

1. Sales achieved against target.

2. Sales per active outlet and overall outlet productivity.

3. Distribution and product availability within assigned outlets.

4. Growth of existing customer accounts.

5. New prospects generated and new active accounts developed.

6. Customer retention and reactivation of inactive accounts.

7. Collection performance and management of outstanding balances.

8. Accuracy and timeliness of sales and territory reporting.

9. Quality of customer and market information provided.

10. Compliance with approved commercial procedures and delegated authority.

11. Appropriate care and use of any company assets.

OTHER DUTIES: 

The employee may be required to undertake other reasonable duties consistent with the nature and level of the role when assigned by the Sales Supervisor or authorised management