Sales Representative

We Go Places! How about you?

Location: Gaborone

Function: Commerce

Sub Function: Sales

Type of Contract: Permanent

Purpose of the job

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

Key Responsibilities

Strategic/Financial

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

Maintaining distribution calendars

Managing itinerary

Operational

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

Managing company assets e.g., motor vehicle, toolbox, fridges

Delivering on promotions against plan

Consistently present and effective time management (arrive on time), start and end call visits as per company standards and meet a full 8 hours’ workday)

Consistently ensure all tasks are completed timeously

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 obtain maximum efficiencies on all front within the region under jurisdiction.

To establish strong and ongoing dynamic relationship with key players within allocated territory.

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.

Achieving sales targets and beyond.

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 the agreed cycle plans on time and in full against agreed targets and budgets

Implementing key account plans and activities as agreed

Relationship Building

Responsible for building and maintaining relationships

Analysing and understanding needs of all customers key accounts by using route schedules to identify sales opportunities and influence orders for increased sales

Consistently resolving customer queries according to quality control and stock levels to ensure customer satisfaction

Managing deliveries of orders (on time and in full) within the agreed service levels (24hrs or 48hrs)

Maintaining an active customer database on the Sales Force Automation Tool with quality data input

Being a good team player and aligning with the agreed objectives and or code of conduct of the team

Living company values and being an ambassador for HBI and its brands

Innovation

Responsible for giving input into any innovative ideas

Sharing and implementing new ideas regarding sales and improving effectiveness of sales processes and sharing new learnings within the team

Providing timeous feedback to Sales Manager, or identified support personnel supporting appropriate systems on areas for improvement on efficiencies, competition activities or any urgent issues requiring quick solutions and attention

Identifying business opportunities and providing suggestions to close the opportunities

Continually improving processes and suggesting innovative products based on market feedback

Managing customer accounts optimally (account status, credit committee, client resources to drive growth)

Leadership

Responsible for self-leadership

Driving own development plan

Contributing to the team’s objectives

Leading oneself in order to be seen as a future leader

Leading in the market through interactions with distributors and other trade parties and key stakeholders

Leading by example to team members and being the face of HBI

Always aligning to HBI's strategic imperatives

At Heineken Beverages Botswana, 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.