FMCG Manufacturer Trade Sales Manager Jobs in Kenya

FMCG Manufacturer Trade Sales Manager Jobs in Kenya

  • Our client is a leading FMCG manufacturer with a huge market footprint in the confectionery and beverages market.

    Job Purpose

  • The job covers Trade Sales for Modern Trade (MT) and Hotels, Restaurants and Canteens (HORECA).

  • The main task is to ensure set sales targets are achieved in due time by proactively generating orders and work with team to pursue business relationships with customers with a focus on merchandising the products at stores.

    Duties and Responsibilities

  • Deliver growth and revenue sell-through each Business Partner/ Modern Stores/Hotels & Restaurants (HoReCa), and assisting in the development of the Quarterly, Half Yearly , Annual business Plan for both the channels, specifically advising on: realistic forecasts for each territory (based on historical data, market trends, competitive activity,
    Participate in conducting internal analysis of the department by providing data related to Modern Trade sales performance.

  • Responsible for increasing offtake in stores by planning consumer activation plan like sampling, promotional offers etc. and Collect external environment data related to market, competition & trends.

  • Responsible to ensure account coverage by enlisting new chains / standalone / and driving business volumes with suitable negotiation by managing to build strong business relationships with all Accounts in MT & HORECA channels

  • Maintain MIS and sales report and provide timely feedback and sharing of regular visibility images to Manage all the account partners to perform against short- and long-term company goals across the whole sales proposition.

  • Gather & Share with the Management, the competitor’s information, and their activities.

  • Prepare & coordinate the Meeting schedules with the Key Account to identify corporate partnership opportunities with and negotiate the deal.

  • Ensure clients have updated price list whenever prices are revised.

  • Prepare individual Key Account report and share it with line manager on a weekly basis.

  • Take feedback from the customers on brand awareness, competitors, service quality, etc.
    Find out reasons in case of lost order or in case a customer cancels and discontinues partnership.

  • Coordinate with Brand manager for marketing and promotional activities to be done for Modern Trade stores.

  • Train the store staff on product features. Ensures that the product has been placed as per layout.

  • Ensure all promotional material provided to store is visible, Discuss with store manager in case of any issue with display.

  • Ensure proper replenishment of client’s stock by keeping updates of stock position.

  • Discuss client complaints and issues and resolve.

  • Ensure performance of the merchandisers, are appropriate to achieve company sales & visibility Targets/Objectives.

  • Manage performance of the team by monitoring their sales performance & Reporting.

  • Collect and Share the internal and external data related to Modern Trade with the team which would be used for planning purpose.

  • Pass any quality related issues or complaints received from market to Quality Assurance and other information
    that may help in new product development.

  • Align all activities required to be executed to meet the objectives of the marketing initiative and discuss it with the Marketing team.

  • Provide regular (Weekly, Monthly, Quarterly) feedback on the performance of products in market.

  • Coordinate with logistics in charge to insure timely delivery to customers.

  • Share with Team / Line Manger, market intelligence report on new initiatives / promotion by competitors, new product information, suggestions from clients with team.

  • Participate actively in the annual company Strategic / Business Plan by way of market intelligence including structured quality customer feedback and user intelligence to aid new developments with Directory, Sales.

  • Responsible for collecting the PO and ensuring timely delivery of PO to ensure 100% fill rate so racks are fully stocked and inform customer about discount, promotions, and special offers.

  • Provide customer feedback to the Line Manager for decision making.

    They Will Be Required to Prepare the Following

  • Weekly/Monthly Market visit Itinerary

  • Annual Assigned Modern Trade Sales forecast

  • Monthly Sales Performance Reports

  • Weekly Order Fill / Conversion Report

  • Monthly credit collection and age wise receivable report

  • Weekly Modern Trade sales report, Weekly
    Key Accounts visit report

  • Weekly competitors report and Monthly New product market feasibility report.

    Qualifications and work Experience

  • Any Graduate preferably with a sales and marketing diploma or MBA

  • Minimum of 8-10 years proven experience in organized Retail Trade / HORECA in Beverage / FMCG sector.

  • Understanding of the retail sales process with Knowledge of inventory stocking procedures

  • Excellent Kiswahili and English language skills both oral and written

  • Self-driven and Self-motivated person with meet and exceed goals and the ability to work in a fast-paced and able to handle pressure with high sense of confidentiality.

  • Excellent management skills – Highly motivated, quick-learner, self-starter, Strong analytical, problem solving and organizational skills including networking skills.

  • Proficiency in MS Office (Word, Excel and PowerPoint).

    How to Apply

  • If you meet the above criteria and are interested in making a meaningful Sales Career move in the rewarding FMCG sector, apply by submitting your CV in confidence to:

    The Recruiter.
    Esquire Consultants.
    P.O Box 76883-00620,

  • Via

  • Kindly indicate current and expected salary in your application or CV.


  • Do not attach certificates and testimonials in your application.

  • Closing date for applications is Friday 22nd May 2020.

  • Shortlisting will be carried on a rolling/ongoing basis.

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