Area Sales Managers at Kenya Wine Agencies Limited (KWAL) March, 2023


The job holder will be responsible for ensuring sales volume and value targets for the assigned territory are achieved effectively and efficiently, through team leadership and people development, managing marketing activities within the territory and resolve as well as attend to customer queries and complaints.


Area 1: Trade development

  • Ensure territory targets (volume and Value) are achieved by ensuringdistributor stock planning and availability at the distributor, product listingand visibility in the trade, compliance of merchandising standards andactivations as per approved segment standards.
  • Ensure call compliance, strike rate targets and outlet expansion isexceeded in the given territory as per SFA targets
  • Ensure compliance of segment standards by overseeing the execution ofthe merchandising and promotional activities as per approved plans in theirassigned territory.
  • Create value adding marketing/ business relationships, within theterritory clients by resolving customer concerns and feedback.
  • Collect information on market intelligence, analyze market competitionwithin the territory and prepare reports on market trends, competitor tosupport decision making.

Area 2: Team management

  • Coaching, mentorship and team performance management to deliver growthand business objectives.
  • Conduct daily, weekly and monthly performance reviews with team.
  • Regularly oversee the Territory Sales Representative visits to outletsto ensure that the 4A`s (Availability, Accessibility, Affordability andActivation) are being applied and address any skills gaps.

Area 3: Distributor Management

  • Forecasting and Purchase planning.
  • Ensure compliance by distributor on credit terms, stock policy andreporting as per agreed SLA’s. 
  •  Work in collaboration withthe distributors and the Territory Sales Representatives to ensure stockiestand retail outlets in assigned territory are fully serviced as per agreedSLA`s.

Area 4: Budget Management

  • Assistany KWAL regional budgeting activity assigned and drawing up of budgets formarket activity recommendation.

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