Sales Representative – Coast Region at BIC

Job Description

MAIN RESPONSIBILITIES OF THE ROLE

Sales to customers within a defined geographic Area in 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