Head of General Trade Job

Job Description

Key Responsibilities

Distributors, Wholesalers, Stockists

• Build up the existing wholesaler network (specific targets will be provided).
• Build up customer portfolio, new wholesalers, stockists.
• Manage Credit Risk and ensure Cash Collection is 100%, on time and in full.

Sales Management

• Conduct an annual and monthly sales analysis and forecasts
• General implementation of planned Sales and Marketing strategies to ensure achievements of targeted picture of success
• Maintenance SOVI (Stocks of Visible Inventory) and Picture of success in alignment to the set targets.
•  Ensure the desired and targeted monthly and annual revenues are achieved in the General Trade

• Achieve increase in coverage (increase in terms of number of branches and accounts goods are sold to).

• Monitor sales in our market to ensure targets and objectives are met.
• Ensure optimal availability of products over long and short term.
• Ensure Route to Market & Territory Management optimization.
• Recommend the tools and resources required to achieve the launch objectives.
• Maximize all opportunities in the process of closing a sale, contributing to an increased market share for the products.
• Contribute to delivering sales across all channels, not limited to one specific sector.

Strategic management
• Business plans and performance reviews with the distributors and Area Sales Managers
• Negotiate and seal on behalf of company, trading terms including sales targets, distribution,
promotion
• Performance management through tracking, analysis and reviews.
• Design sales strategies to spearhead the desired company’s revenue growth.
• Coming up with comprehensive JBPs which include compilation of sales performance, financial
information to achieve a picture of success status in selected stores
• Designing and implementing market penetration and distribution plans
• Conduct regular business reviews of new markets and opportunities for the products
• Rationalization of channels packs mix for high revenue volume delivery.

Cash Collection / Finance

• Manage Allocation of Customer Trade Spend and debtors book. Manage trading terms and condition per channel and improve CCS constantly.
• Ensure cash collection as per agreed terms with customers (work and communicate closely with company Finance dept).
• Computing, preparing and authorizing credit and debit notes as required.
• Effective financial management of expenses versus budgets.
• Implement and control pricing in all channels, inside and outside of promotional periods.

Visibility/Marketing

• Drive and ensure strong in-store visibility and merchandising (working closely with the merchandising, sales and marketing team).
• Ensure the market leader in terms of both sales and visibility, across all the products.

Leadership and Internal Relationships

• To effectively develop and manage operational field sales force.
• Motivation of Sales Force via Effective Leadership and Implementation of Incentive Programs.
• Development and Measurement of Sales Force through regular Appraisal Reviews.
• Develop tailor-made training modules in conjunction with HR Department.
• Development of Internal Relationships with all relevant Streams (i.e. Finance, HR, Stores and Production).
• Work within and lead the sales and support teams for the achievement of customer satisfaction, revenue generation, and long-term account goals in line with company vision and values.
• To liaise regularly with other departments to ensure product availability in line with sales requirements.

External Relationships

• To liaise with corporate clients, build and develop working business relationships.
• Development of customer relationships through regular operational reviews to ensure that stock availability, distribution and shelf management opportunities are grasped.
• Conduct commercial calls to designated key accounts outlets on a regular basis, imparting company product knowledge and in house training of both company and supermarket staff.
• To handle customer complaints and enquiries swiftly (working closely with the customer service and quality control teams).

Reporting

• Develop a process of regular communication of key reports to directors (and sales team).
• Prepare regular reports and analysis on all account activities, with detailed analysis across segments, categories, retailers, etc.
• To draw insight from quantitative data and transform in qualitative reports.
• Maintain accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up activities within their assigned territory.
• Responsible for Dynamic Forecasting and Demand Planning.
• Monitoring and Measuring Effective Implementation of Field Management Best Practices by Sales Force.

Skill & Experience

• Holder of a Bachelor degree from a recognized University in Business, Sales & Marketing or related field.
• MUST Have 7– 10 years in experience in GENERAL TRADE sales of FMCG products
• MUST Have Proven experience in FMCG Companies
• Proven ability to achieve sales quotas.

How to Apply

Qualified candidates are advised to send their applications to vacancies@jantakenya.com clearly quoting “Head of General Trade” on the email header. Applications should reach us not later than 6^th September 2023