Key Accounts Manager, Area Sales Representative at Bentleys International Consulting Ltd

On Monday, September 9th, 2013

1.      Key Accounts Manager

Report to the Head of Sales and Distribution, the Key Accounts manager will be responsible for formulating, proposing and making a significant contribution in delivering a stretching sales budget in the supermarkets channel


Key Responsibilities;

  • Formulating, proposing and gaining agreement to, a sales strategy in the supermarkets channels that ensures the profitable growth of the business in accordance with group expectations.
  • Leading the development of the future sales strategy for the company in supermarkets by implementing and identifying further improvement programmes to raise performance standards within sales
  • Facilitating the development and implementation of the sales plan to enable the business to achieve annual output volumes and meet its gross margin targets.
  • Putting in place Joint Business Plans to ensure profitable growth
  • Ensuring that any new projects are implanted on time
  • Implementing custom-made business plans for the different Key Accounts and channels
  • Establishing, agreeing and controlling the sales budget for the supermarkets activities, ensuring where possible, a value-for-money approach to expenditure
  • Managing and deploying Key Accounts budgets to optimize and leverage local market opportunities
  • Communicating strategy and targets to the sales and merchandising team to establish clarity of purpose and objectives
  • Planning for succession within the Sales and Distribution functions in line with systems used in the business, actively identifying and encouraging stretching new appointments for high performers.

Experience and qualifications

  • A Bachelor Degree in a relevant field from a  recognized university
  • Minimum of 5 years practical sales experience in Modern Trade and  which have been gained in an FMCG environment in Kenya
  • Experience in Key Account Management
  • Good planning and organizing skills
  • Excellent written, oral, interpersonal and presentation skills.

  1. 2.      Area Sales Representative ( North Rift & Western)

Report to the Head of sales and distribution, the sales representative will be responsible for Serving customers by selling products, opening new markets meeting customer needs and overall sales growth in the region.

Key Responsibilities;

  • Services existing accounts, obtains orders, and establishes new accounts by planning and organizing daily work schedule to call on existing or potential sales outlets and other trade factors.
  • Focuses sales efforts by studying existing and potential volume of dealers with a view of growing them to the expectations of the business.
  • Generating orders by referring to price lists and closing in market gaps through direct van deliveries.
  • Keeps management informed by submitting activity and results reports, such as daily call reports, weekly work plans, and monthly and annual territory analyses.
  • Monitors competition by gathering current marketplace information on pricing, products, new products, delivery schedules, merchandising techniques, etc.
  • Recommends changes in products, service, and policy by evaluating results and competitive developments within the region.
  • Resolves customer complaints by investigating problems; developing solutions; preparing reports; making recommendations to management.
  • Provides historical records by maintaining records on area and customer sales and recommending to management strategies to counter competition.
  • Contributes to team effort by accomplishing related results and ensuring sustainable business growth within the region.

Experience and qualifications;

  • A Bachelor Degree in a relevant field from a  recognized university
  • Minimum of 3 years practical sales experience in general Trade and which should have been gained in an FMCG environment.
  • Those with Diploma in a relevant field and experience of over 6 years as sales reps. in FMCG environment will be considered.
  • Good planning and organizing skills
  • Excellent written, oral, interpersonal and presentation skills.

Suitable candidates can send their CV’s and cover letter stating their suitability, availability, current and expected salary to [email protected] by 12th September 2013. Indicate the position applied for on the subject line. Shortlisted candidates will be contacted within a week of the closing date.

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