Sales Executive (Nyanza Region) at Kartasi Products Limited

DEPARTMENT

Sales – Nyanza Region

POSITION TITLE

Executive – Sales (CE)

JOB GRADE

5

REPORTS TO

Manager - Sales ( KE)

DIRECT REPORTEES

BENEFITS

Medical:   Self       ☒                               Fuel Allowance                          ☐                                                                                                                                                

                  Family   ☐                              Overtime                                     ☐          

Company Provided Transport ☒

TOOLS OF TRADE

Laptop                   ☒                                   Monthly Airtime            ☒

Desktop                 ☐                                  Night Out Allowance     ☒                        

Company Phone  ☐                                  Company Car                  ☐

JOB PURPOSE

The Sales Executive plays a crucial role in KPL by directly engaging with the Nyanza Region clients, understanding their needs, and promoting the company's products or services. The Executive’s contribution lies in building and maintaining relationships, generating sales leads, and ultimately driving revenue growth. By gathering market insights, the executive provides feedback to improve products or services and help the company stay competitive in the market. In essence, the executive acts as the frontline ambassador of the company, bridging the gap between the organization and its customers to ensure mutual satisfaction and long-term success.

Working Relations

Key Responsibilities

Key skills

Internal

· Senior Sales Manager  

· Customer Service Executive

· Other Regional Sales Executives

· Finance

· Credit Control

· Stores and Logistics

· Commercial Controllers

· Quality Assurance

· IT

· Staff

External

· Distributor

· Push customers (primary customers)

· Pull customers (secondary customers)

· 3^rd party agencies

MARKET EXPANSION

This will be achieved by attaining Central Region Sales Targets by working with the distributors to grow existing Markets, opening new ones, Managing Relationships (MR) and distributor KPIs i.e.

· Financial health check

· Stocks

o MinMax

o Quality/Handling/Storage

· Warehouse/storage capacity

· RTM - Routes, DSRs/Order Bookers, Incentives, Vehicles.

SALES DRIVE ,PROJECTIONS & TARGET ACHIEVEMENT

· Attainment of Central region Sales Targets

Through Order generation -To achieve set customers and regional targets regarding turnover volumes revenue and collection.

· Monitor and analyze category performance at all levels and come up with SMART Corrective Action Plans. The categories; TLC, Exercise Books, Traded

· Distributor growth - To have the distributor list the full range of our products and increase sell out.

· Management of Sales Drivers (QDVPPP):

Quality

Distribution

o Breadth-Quantity

o Depth- Range

Visibility

o  Display

o   Branding

Price

o Price In

o Price Out

Promotion

o Look out for ongoing promotions both yours and competition

o Look out for new opportunities to promote our production

Persuasive

o Helps to overcome objections in trade

o Equipped by understanding your product USPs

o Equipped by understanding competitive advantage of both Kartasi and its products

· Identify problem distributors, problem brands and problem markets in assigned region- to come up with corrective measures where there are gaps.

· Develop and Execute BTL Activities e.g. BTS, BAs, TDRs, Win-A-Something.

· Manage the company resources and customer asset partnerships -To make sure ROI is achieved.

· Collect market Intelligence -To counter competition activities and to achieve a competitive edge

· To create and build trust for business growth through regular visits.

· Recruiting new clients and introducing new business streams -To bridge the distribution gaps in the market and improve numerical distribution.

· Proactively look out for Blue Oceans in the Market and engage them for market growth and expansion.

FINANCIAL HEALTH CHECK

· Debt collection -To ensure account alignment for timely order conversion.

STOCK MANAGEMENT

· Set Minmax for Key Distributors.

GENERAL COST MANAGEMENT

· Operate within set budget.

OTHER SALES REPORTS & DUTIES  

· DSRs Coaching and mentoring – On- Job- Training (OJT)- Focusing on Sales Drivers (QDVPPP)

· Ensure you send ROI(weekly Results, following week Objectives and Issues)  to your supervisor by every Saturday.

· Ensure you adhere to Kartasi policies; be the role model in adhering to policies.

·  Proficient in Ms Office: Word, Excel, PowerPoint, Outlook.

· Strategic Planning and analysis-Development of numeric distribution strategies, Planning, coordinating and managing route to market,

· Negotiation skills

· Management- Sales/pipeline, Distributor/Account and team management

· Inventory/stock management

· Event Planning and Management,

· Strong willed

Extent of Authority

· Recommend assets needed for a route.

· Recommend Distributor (renew, Terminate or initiate)

· Recommend promotions, offers, DSRs incentive or discounts to create Pull-out.

Experience

· 3years experience Manufacturing sector/FMCG in Executive sales role.

Personal attributes

· Assertive: goal-oriented, competitive and decisive.

· Amiable: patient, friendly and open to challenges.

· Expressive: persuasive, outgoing, creative and seeks strong personal relationships

· Analytic: fact-driven, direct, patient and prepared.

· Travel flexibility

· Good culture-fit

· High integrity

· Team player

Qualifications

· Bachelor's Degree/Diploma in Business Management or equivalent

· Computer literate

· Valid driving license