Highlands Drinks Limited Sales Excellence Manager - Nairobi Jobs in Kenya
Key Duties and Responsibilities
Distribution Management
Drive numeric and weighted distribution to maximize product availability and market penetration.
Monitor product availability and inventory levels to minimize out‑of‑stock situations.
Identify distribution gaps and implement corrective action plans.
Support implementation and improvement of Route‑to‑Market (RTM) strategies.
Monitor route productivity, call frequency, outlet coverage, and compliance.
Analyse sales, distribution, and market performance data to optimize territory performance.
Work closely with distributors and sales teams to ensure achievement of distribution targets.
Market Execution
Drive excellence in trade promotions, commercial initiatives, and activation programmes.
Monitor compliance with visibility standards, merchandising guidelines, and execution requirements.
Ensure effective placement and maintenance of POS materials.
Monitor retail pricing compliance and address deviations.
Conduct regular market audits to assess execution quality and customer experience.
Monitor route compliance and field execution.
Identify execution gaps and implement corrective action plans.
Track competitor activities and trade initiatives for continuous improvement.
Distributor Relationship Management
Build and maintain strong relationships with distributors.
Partner with distributors to improve sales execution and market coverage.
Monitor distributor inventory levels, stock rotation, and replenishment planning.
Support credit management by monitoring collections and overdue accounts.
Align distributor sales teams with company objectives and performance expectations.
Conduct regular distributor business reviews.
Identify capability gaps and implement initiatives to improve execution.
Provide market insights and performance feedback to distributors.
Sales Performance & Territory Management
Monitor territory sales performance against targets.
Analyse sales trends, competitor activities, and customer insights.
Identify performance gaps and implement corrective action plans.
Monitor and report on key sales execution KPIs.
Coach and support distributor sales teams.
Conduct regular market visits to validate performance
and strengthen relationships.
Track effectiveness of commercial initiatives and recommend improvements.
Prepare accurate sales and execution reports.
Reporting Systems & Data Integrity
Prepare weekly and monthly sales, distribution, and execution reports.
Maintain accurate market intelligence and territory performance data.
Monitor compliance with sales policies and RTM standards.
Identify and escalate operational or commercial risks.
Monitor corrective actions and provide updates on performance.
Ensure accuracy and timely submission of sales and execution data.
Knowledge, Experience & Qualifications Required
Bachelor’s Degree in Business Administration, Sales & Marketing, Commerce, or related field.
Minimum 3 years’ experience in FMCG sales, distribution, or commercial execution.
Experience managing distributors and RTM operations.
Experience driving sales execution in multi‑distributor environments.
Good understanding of trade promotions, merchandising, and market execution.
Experience analysing sales and execution data.
Experience with Sales Force Automation (SFA) systems (advantageous).
How to apply
For more information and job application details, see; Highlands Drinks Limited Sales Excellence Manager - Nairobi Jobs in Kenya
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