Kenya Wine Agencies Limited (KWAL) – Sales Representative – Key Accounts, Nairobi.

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The job holder will be responsible managing and servicing existing outlets while prospecting and developing new accounts with a focus on building long term customer relationships and increasing sales revenue.


Area 1: 4 A’s Execution

• Achieve product availability targets for the assigned out through identifying and negotiating listings and targets for strategic focus brands to drive and maintain numeric distribution by brand category.
• Enhance product accessibility through identifying and negotiating SOVI (Forward Share Inventory and limit Out of Stocks) and achieving cold and ambient space targets by channel and brand category.
• Promote product affordability on price by ensuring adherence to Recommended Retail Price (RPP) guidelines per strategic focus brand by channel and outlet type.
• Identify, negotiate, plan and execute activation opportunities such as promotions and tastings with customer in line with the territory sales plan.

Area 2: Sales Revenue Growth

• Conduct client visits for existing and potential outlets in the assigned territory in order to achieve the territory given sales targets and ensure sustained business growth.
• Achieve required customer visit hit rate; call effectiveness and minimum order quantities and/ or values in order to drive sales in volume and value.
• Pro-actively manage the cash and credit resources of the customer to drive growth of KWAL brands in terms of volume and value.
• Monitor and manage company assets such as fridges, vehicles within the KWAL policies and procedures to ensure optimal use.
• Receive, follow up and resolve all customer queries and complaints in collaboration with the customer service team in an efficient manner.
• Prepare and submit accurate and timely reports to the territory manager to facilitate proper planning.

Area 3: Debt Management

• Ensure Account payment and Reconciliations are done on Time to avoid supply inconsistencies.
• Ensure Accounts operates within the stated credit limits

Area 4: Relationship Management.

• Ensuring orders are delivered OTIF.
• Build, Manage and Maintain good strong long term customer Relationship with Kenya Wines Agencies and the key partners.
• Ensure Timely address of Customers queries.
• Ensuring Immediate Customer Feedback.
• Ensuring OTIF through Timely liaising with Customer Service Department and delivery team.

Area 5: Merchandising

• Ensure products are clean and presentable at all times
• Prepare the orders at Branch level.
• Check on the slow moving items and advise their heads on the same.
• Check on overstocks in the branches, liaise with the relevant account representatives to return to the warehouse.
• Checking on the short expiries in the branches and informing their key reps on the same in order to get a perfect solution.(communicate expiries three months in advance)
• Ensure shelf prices are correct, well-marked and shelf labels are properly marked.
• Remove any damaged stocks from the shelves and arrange for returns to their warehouse for credit notes to be issued.
• collect market intelligence.(reporting competitor activities)
• Report customer complaints so that action can be taken by development and marketing team

Area 5: Prospect, Open and Develop New Opportunities/Customers

• Identify Potential New Accounts and open the accounts directly with Kwal to grow business and Drive Volumes.

Area 6: Timely Reporting and Feedback.

• The Key accounts Representative should give feedback on time for purposes of planning and forecasting.
• Gather and Report market intelligence.


• Bachelor degree in business a business related course.
• A minimum of 3 years’ experience in Sales within a similar environment, preferably dealing with Supermarkets.
• Membership in a professional body would be an added advantage.
• Must possess a clean and valid driving license.
• Practical experience in use of MS packages and ERP systems.


Job Closing Date 16/11/2021




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