We Go Places! How about you?
Location: Copperbelt
Function: Sales
Type of Contract: Permanent

Purpose of the Role

 

The Sales Representative will be primarily responsible for establishing a strong distribution network within allocated region so as to introduce and sell the HBI Brands to the local market in accordance with set targets leading to the establishment of HBI as the market leader in its categories.

 

Selling HBI brands to customers and to assisting the company achieve its strategic objectives.

 

Responsibilities include, but not limited to:

 

Responsible for aligning sales targets with the sales strategy:

Responsible for volume and revenue by territory as per operational plans Call compliancy on targeted visits Strike rate on number and size of orders generated vs target Managing deliveries of orders (on time and in full) within the agreed service levels (24hrs or 48hrs) Managing cash, credit and stock of own area and of customers Implementing cycle activities and activations and ROI Managing company assets i.e., car, phone, stationery, merchandising stock and other tools of trade

 

Responsible for generating sales and meeting sales targets:

Achieving sales and revenue targets as per territory plan Achieving set volume and value targets on strategic focus brands Increasing sales coverage by identifying new sales prospects according to segmentation tool Effectively managing return on investment of cycle activities, activations and promotions Achieving cycle implementation targets Delivering on promotions against plan Be sufficiently knowledgeable on all products, tools of trade, technology, Sale Force Automation (SFA) service, policies and procedures Achieving availability through identifying and negotiating listings and targets for strategic focus brands to drive and maintain numeric distribution by channel and brand category as per agreed targets (operational plans) for the territory and routes. Achieving accessibility through identifying and negotiating SOVI (Forward Share Inventory and limit Out of Stocks) and achieving cold and ambient space targets by channel and brand category, as per agreed targets (operational plans) for the territory and routes Achieving affordability on price adherence based on RSSP guidelines per strategic focus brand by channel and outlet type in accordance with agreed targets (operational plans) for the territory and routes. Identifying and negotiating activation (cycles/promotions/tastings) opportunities with customers as agreed in the national sales plan. Achieving required customer visit call hit rate; call effectiveness and minimum order quantities and/or values Pro-actively managing the cash and credit resources of customers to drive growth of HBI brands in terms of volume and value. Monitoring and managing company assets using the HBI policies and procedures (fridges, vehicles, IT, Below-The-Line elements, contracts, budgets, monthly reports)         Be part of setting up and achieving strategic sales targets for the market. To act as a brand ambassador for HBI and its portfolio of products through in-depth knowledge of the brands and passion for what they represent. Collaborating with all other departments in the group (especially marketing) to achieve common goals Implementing the ‘picture of success’ and channel plans and delivering results on time and in full, against agreed targets and budgets Implementing key account plans and activities as agreed

 

Requirements for this role

 

At least 3 – 5 years’ proven track record in sales, preferably in the beverage or FMCG industry

Experience in developing customer relationships

Experience in engaging with diverse customer segments, including retail, hospitality and distribution channels

Strong skills in consultative selling, upselling and closing sales

proficiency in using sales analytics tools

Team collaboration

Drive to achieve targets and contribute positively to team goals

Ability to work independently while being part of larger team

commitment to ethical sales practices and building trust with customers

At Heineken Beverages Zambia, we brew great beers and we build great brands. We are committed to surprising and exciting our consumers and employees everywhere. We have a proud history and heritage in brewing and in our communities. With operations in over 70 markets globally, we are the world's most international brewer.
https://www.theheinekencompany.com/careers