The On-Trade Sales Representative is responsible for generating and closing sales of the company's products to on-trade customers in Kenya. This includes restaurants, bars, hotels, and other businesses that sell alcoholic beverages to consumers. The On-Trade Sales Representative is also responsible for building and maintaining relationships with key decision-makers at these businesses and ensuring that the company's products are well-represented on their menus and in their displays.
Key Duties and Responsibilities
Generate and close sales of the company's products to on-trade customers in Kenya:
- Research and identify potential new on-trade customers
- Develop and deliver sales presentations to on-trade customers
- Negotiate and close sales contracts with on-trade customers
- Follow up with on-trade customers after the sale to ensure satisfaction and repeat business
Build and maintain relationships with key decision-makers at on-trade businesses:
- Develop a deep understanding of the needs and priorities of key decision-makers at on-trade businesses
- Build rapport and trust with key decision-makers at on-trade businesses
- Keep key decision makers at on-trade businesses informed about the company's products and promotions
- Provide value-added services to key decision-makers at on-trade businesses, such as marketing and promotional support
Ensure that the company's products are well-represented on menus and in displays at on-trade businesses:
- Work with on-trade businesses to develop and implement menu merchandising strategies
- Provide on-trade businesses with point-of-sale materials, such as posters, table tents, and shelf talkers
- Create and manage promotional displays for the company's products at on-trade businesses
- Monitor the availability and placement of the company's products at on-trade businesses
Educate on-trade customers about the company's products and promotions:
- Develop and deliver product training sessions to on-trade staff
- Provide on-trade staff with product information and resources
- Host product tastings and other promotional events at on-trade businesses
- Work with on-trade staff to develop and implement sales strategies
Provide excellent customer service to on-trade customers:
- Timely Responses: Ensure prompt responses to inquiries, orders, and requests from on-trade customers. This includes responding to emails, calls, and other forms of communication promptly.
- Product Knowledge: Possess in-depth knowledge about the products or services being offered to effectively communicate their features, benefits, and usage to on-trade customers.
- Relationship Building: Build and maintain strong relationships with on-trade customers through regular communication, visits, and personalized interactions. Understand their needs, preferences, and challenges to tailor solutions accordingly.
- Order Accuracy and Timeliness: Ensure accurate processing of orders and timely delivery of products to on-trade customers. Minimize errors and delays in order fulfilment processes.
- Problem Resolution: Address any issues or concerns raised by on-trade customers promptly and effectively. Take ownership of problems and work towards finding satisfactory resolutions to maintain customer satisfaction.
- Upselling and Cross-selling: Identify opportunities to upsell or cross-sell additional products or services that may benefit on-trade customers based on their needs and preferences.
- Training and Support: Provide training and support to on-trade customers on product usage, menu development, promotional activities, and other relevant topics to help them maximize the value of the products or services.
Track and report on sales performance:
- Track and analyze sales data
- Identify sales trends and opportunities
- Develop and implement sales strategies to improve performance
- Generate and present sales reports to management
Key Competencies and Experience
Minimum Educational Requirements and Work Experience:
- This entry-level undergraduate degree from a recognized and accredited university.
- Successful track record as a Sales Representative for at least one year. Sales experience from a busy FMCG company
- Valid driving licence
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