Retail & Van Sales Representative

Job Description

Purpose of the Position

To contribute to the business growth profitability through achieving set Van Sales and Retail channel sales volume growth, price and customer service targets.

Key responsibilities

Volume targets achievement

• Preparation of daily, weekly, and monthly and annual sales plan for Retail and Van Sales channels in the Southern Region.
• Execution of volume growth plans.
• Managing returns from Van Sales and stores to ensure GPs are not affected.
• Analyzing daily sales and coming up with actions to close variance on targets.
• Developing and implementing actions to attract customers from competition and growing the customer base for Van Sales through business development and route extension.
• Manage seasonal volume cycle to ensure production volumes are moved and customers maintained in shortage periods.
• Manage and optimize the order levels of the retail outlets to ensure no stock outs in stores.
• Identify and develop new markets to increase volume.
• Identify new products for existing customers to increase sales and enrich the customer basket
• Providing an accurate demand plan to the Warehouse and Distribution Supervisor to ensure no stock outs in the market.

Pricing

• Achieve pricing that is at a premium compared to those being achieved by competition.
• Keeping track of price trends in the market and recommending competitive price structure.
• Responsible for transparent Van Sales operations, achieving set prices and premiums.
• Planning and recommending retail price promotions to the Sales Manager (MT)

Revenue

• Achieving daily revenue targets to fund the business cashflow plans.
• Keeping daily record and analyzing grades sold and recommending better sales mix to meet budgeted revenue targets to the Sales Manager (MT).
• Ensuring optimum route profitability and capacity utilization of vehicles.

Service delivery

• Fostering sustainable relationships and loyalty with Retail and Van Sales customers and increase the customer lifetime value.
• Coordinating and efficient and effective dispatch and delivery schedule in liaison with the warehouse and distribution supervisor.
• Achieving set Vans Sales and Retail share target.
• Achieving minimum 85% customers satisfaction survey score conducted by the Quality Assurance department.
• Managing the Van Sales Team to ensure compliance and attainment of targets.
• Monitoring the servicing of all routes and reporting weekly on operations
• Proactively communicating with customers on important issues including but not limited to price reviews, promotions, supply issues, etc.
• Overseeing all retail activities including supervising Merchandisers and their SICs to be reported to the Sales Manager MT
• Coordinating with the sales clerk on retail order invoicing and order fulfillment

Stock control

• Ensuring zero stock losses by executing set stock control procedures from bulk warehouse to Van Sales to returning unsold stock to bulk warehouse
• Daily analysis of the Sage Sales Report and other relevant reports and taking prompt actions on any variances.
• Ensuring the Sage Sales report is signed daily by the depot Accounting Officer.
• Following up on any credit notes and ensuring they are processed in time in liaison with the Finance and Admin Officer

Packaging control

• Recording all packaging given to retail outlets and Van Sales and managing and controlling the movements of assets in the marketing
• Achieving zero packaging variances issued to sales by the warehouse.

Market Intelligence

• Research on key trends in the informal and modern trade markets and advising management for decision making.
• Construction of weekly competitor reports including but not limited to market share, competitor volume plans, and implementing strategies to attract customers from competition.

Reports

• The incumbent monitors, tracks and reports on all key performance indicators including, but not limited to volume and value growth; average prices; returns, sales by customer.
• Analyzing variances vs budgets on a daily, weekly, and monthly basis and taking prompt corrective actions.

Standard operating procedures

• This Job Description is read in conjunction with all SOPs and controls pertaining to the effective and profitable operations of the sales department as set and reviewed by management from time to time, and for which the Retail and Van Sales Rep is responsible for ensuring implementation, review and updating according to policy guidelines.

Skills, Knowledge and Experience is required to deliver results in this Job.

• Minimum 5 years’ experience in sales in FMCG industry, preferably dealing with perishables.
• Degree or diploma in sales and marketing or business management
• Experience in selling to and management of modern trade and Van Sales
• Experience in distribution and route mapping activities
• Excellent planning, organization, and analytical skills as top skills.
• Excellent and demonstrated verbal and written communication skills.
• Good working knowledge of numbers for accurate decision -making.
• Ability to build strong trade relationships and induce customer loyalty.

APPLICATIONS

Applications are to be addressed to the Human Resources Manager via email to [email protected] stating the position being applied for in the subject line.