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