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 more

BRAND HOME MANAGEMENT

Front Of House Management


Manage, Coach, develop and inspire the brand home front of house team for best-in-class execution and consumer experiences with clear guidelines and deliverables
Manage the day to day running and operational protocols of the Inverroche brand home
Implement the Brand Guidelines in all guests facing locations within the brand... home
Develop and execute efficient ways of working to deliver industry leading service levels and execution standards
Implement a professional working schedule for the staff, with clear and efficient procedures for better ways of working
Drive internal culture to build excitement and look for ways to celebrate successes and company milestones
Ensure consistency between the Brand Home site with the brands image and positioning in the market
Benchmark against competitors, luxury environments and other hospitality/tourism innovations
Must have the Ability to personally present and couch on all the Inverroche Experiences at the Brand Home (Tastings, Gin Schools, Etc.)


Hospitality Management  


Ensure that every single guest that leaves the brand home is a new advocate of Inverroche!
Create and execute bespoke events for key periods and occasions – with a strong focus on seasonal periods
Work with Pernod Ricard teams to host key customers and VIPs at the brand home
Manage and execute our bespoke Gin Academy in line with the marketing teams
Execute a “conscious luxury” food & beverage program that incentivizes our guests to spend more time and money at the brand home
Re-define and maintain the standards of our brand home experiences (Tours, tastings, programs, retreats, packages, etc.)
Evolve the distillery into a “Fine Dining” Restaurant mind set


Brand Home


Implement an efficient and calculated consumer journey blueprint, highlighting all the key touchpoints and objectives
Preserve, strengthen and highlight the heritage of Inverroche within the brand home
Digitalize the archives and highlight the brand stories
Delivery Luxury merchandising standards in all areas of the brand home
Work closely with the IR brand team to ensure that the Brand Home is fully on brand, supporting new brand initiatives and product launches, with innovation and digital at the heart, while suggesting new opportunities and activities to drive incremental business results
Manage the Brand Home shop and retails standards 
Implement a personalization & customization program for the Inverroche Brand Home Shop
Management of all the brand home Point of sale and apply inventory controls
Adapt consumer experiences to be in line with the Inverroche Brand Heart
Work closely with the Global Brand Homes Team to ensure alignment with the Group Vision


Community Leadership


Work with Lorna Scott, Founder and CEO to identify and collaborate with Community Leaders in the Hessequa region
Work with PRSA to identify and support key On-trade venues within the Stilbaai area to activate Inverroche. Inverroche to be the most visible brand in the Stilbaai area
Work with the local community to ensure Inverroche participates in Strategic events and occasions
Identify Opportunities for Inverroche to increase awareness and build relationships
Drive the Sustainability & Responsibility principals at every touch point within the business


EMPLOYEE MANAGEMENT

Recruit and manage Talented Employees


Structure and resourcing levels consistently evaluated.
Job descriptions are relevant and up to date
Vacancies filled in line with policies, equity targets, headcount, and budget
Manage and execute Succession plans
Guarantee a high level of engagement, motivation, and implication
Determine appropriate levels of temporary staff required for seasonal periods


Develop Employees


Implement suitable development opportunities and training
Individual Development plans for all staff to maximise growth potential
Training consistently applied
Promotions recommended where appropriate


FINANCE / BUDGET

Finance Management


Accurate Food and Beverage Costing (GP Management)
Forecast annual marketing budget and operational expenses
Forecast Annual Sales numbers
Budget compiled and approved in line with organisational growth ambitions, and according to internal and group reporting timelines
Manage costs against approved budget within marketing arena
Potential areas of saving and optimisation highlighted
Expenditure aligns with budget
Recording stock procurement and transfers on the ERP system
Meaningful variance analysis reports provided
Set and drive revenue targets for the brand home – Ensuring a profitable P&L
Mange Inventory and stock levels for all consumables
Design a CRM programme to ensure data capture, visitor tracking and consumer engagement more

Key Responsibilities
Demand Planning

Support the Annual business planning and monthly forecasting process by driving volume and value forecasting
Lead the demand review and forecast alignment meetings.
Support the Commercial Team and Commercial Analyst to ensure the rolling 18 months sales forecasting discipline is understood and adhered to.
Collaborate with the Commercial Analyst and... Commercial Team to challenge trends and capture market intelligence and understand demand forecast drivers during pre-demand and final demand review meetings.
Ensure that the business receives an 18-month consensus demand plan (sales forecast) approved by the Commercial/Sales or Managing Director.
Collaborate with the Commercial Analyst to review historical sales trends, research demand drivers, and evaluate forecast results to support a collaborative and consensus approach with the Sales,
Marketing, and Finance teams, to obtain and ensure that current and accurate information is used in forecast planning.
Plan monthly departmental alignments and make recommendations to improve the sales forecast.
Obtain sales out forecasts to support forecasts and demand planning and to recommend stock planning parameters based on sales out forecasts per customer.
Closely coordinate and communicate Customer action plans with Supply Planning.
Provide input into the Supply Planning operations in developing inventory strategies on existing items, new products, and product phase-outs.
Constantly engage with stakeholders to ensure alignment in lead times, inventory days, and inventory aging.

Data Management

Create and maintain the appropriate master data in the Planning systems in use, minimizing errors, and avoiding duplication and obsolescence. i.e. Anaplan
Create statistical forecasts to gather, analyze, validate data and execute statistical modeling software
Review the results of the statistical forecast model and apply error analysis techniques to improve forecasting; summarize and aggregate statistical forecasts. Refine the forecast model to reflect updated Sales and Marketing assumptions
Maintain the demand planning system and software to input and modify data and ensure the correctness of product hierarchy
Monitor trends in forecast error – Identify relevant market-related data and competitive intelligence
Drive fast, appropriate actions to minimize the impact of deviations from the Demand Plan and communicate these actions to stakeholders.
Consistently improve the Demand Plan Accuracy (DPA accuracy level and variability) using the Forecast Value Added (FVA) concept and drive out systematic forecast bias through detailed analyses of past performance.
Track errors using DP Reason Codes and maintain an efficient Learning Log.
Provide input to volume planning (Latest Estimates / annual process) and achieve consensus with the business side and the demand chain

Continuous Improvement

Maintain Monthly, Quarterly, and ad hoc reporting on Operations KPI’s internally and to the Regional Office or EMEA HQ
Propose improvement initiatives based on KPI’s reports and sales trends
Lead and manage the end-to-end process for New Product Introductions
Lead and manage ad hoc projects from start to end

Requirements

Bachelor’s degree in Supply Chain, Business Management, Statistics, or another relevant field.
A graduate diploma (CIPS) or any other national higher diploma in Supply Chain or Logistics is a plus.
Min 4 years of work experience as a Demand Planner or similar role.
Demonstrated knowledge of demand planning philosophies and processes as well as a proven track record.
Advanced knowledge of Microsoft Excel to analyze demand planning and forecasting.
Excellent IT skills and previous experience with an ERP system.
Excellent communication and people skills.
Sufficient knowledge of warehousing and distribution.
A strong business perspective.
A passion for working with customers, internally and externally.
A strong desire to develop trust and long-term relationships.
A strong desire to strive for service improvements and be proactive and responsive to customer demands.
Ability to impact and influence others to work cross-functionally and externally to get commitment to ideas, and actions and deliver results. more

Key Responsibilities
Financial Reporting

Reviewing monthly supplier and customer reconciliations.
Reviewing ERP master data forms for customers for accuracy.
Ensuring monthly bank statement review, approval and filing.
Performing monthly intercompany reconciliations.

Best – Practice Accounting procedures followed.

Reviewing and approving Journal entries before posting to General... Ledger.
Preparing and reviewing monthly accruals are prepared and reviewed prior to posting in ERP
Executing Month end and period-end tasks and activities (Balance Revaluation, FX adjustments in ERP, Period end close in ERP, Monthly and periodic physical count and verification (stocks and fixed assets)
Ensuring all fixed assets are properly recorded and maintained in ERP
Processing International Financial Reporting Standards adjustments to fixed assets bi-annually
Ensuring all fixed assets acquisitions are properly authorized by the responsible office.
Preparing annual Capex budget in consultation with Managing Director and the responsible office.
Ensuring that cash flow forecasts are prepared monthly and weekly CICO
Ensuring the Group’s “cash toolkit” is being competently managed and suggested improvements given to Financial Controller
Analyzing insurance needs to cover assets & events leading to financial loss
Advising insurers advised of changes that may affect risk
Ensuring all bank and petty cash accounts are reconciled monthly to ensure accuracy
Ensuring all payroll inter-company charges are processed in ERP
Working in conjunction with business analysts during budget and LEs
Submitting budget data into Prisma

Tax Management and Reporting

Preparing monthly reporting for Tax submissions.
Ensuring data submission of monthly reporting for Pernod Ricard Eastern Africa to relevant market tax portals and sites.
Overseeing reconciliation of PRK accounts with KRA records and accounts.
Ensuring that all tax obligations are met; Tax (Excise, VAT, CIT), Payroll, payments to group companies, and foreign exchange contract commitments
Ensuring that all intercompany payment obligations are met including interest payments, capital repayments, and BO invoices.
Assisting in preparing all tax returns for PRK in collaboration with the Financial Controller, auditors, and tax advisors
Ensuring that half-yearly and annual tax calculations prepared are submitted timeously
Ensuring that statutory returns are submitted timeously and reconciled periodically.

Internal Control Responsibilities.

Adhering to all the internal control procedures of Pernod Ricard Eastern Africa
Ensuring Internal controls are updated annually in compliance with Group requirements
Ensuring the integrity of the master database for suppliers and customers
Assisting the Financial Controller in risk mapping every two years
Giving recommendations to Financial Controller on the improvement of processes and controls.

Stakeholders’ Relations

Developing a collaborative relationship with internal stakeholders through cultivating an excellent transparent working relationship across PRG departments and with SSA senior finance team
Collaborating with external stakeholders by ensuring ongoing communication with auditors, external advisors, company secretaries, banks, and other service providers as required.
Liaising with government departments on statutory compliance issues as required

Requirements

Bachelor’s degree in Business Administration, Accounting, Finance, or another relevant field
Four (4) years experience in Finance. Audit experience is an added advantage.
Experience in the FMCG industry in Commercial Finance or Business Planning Analysis is preferred
CPA or ACCA Qualification required
Experience in working with multiple functions within an organization (e.g. Marketing, Sales, Supply Chain)
Advanced Microsoft Excel experience
Ability to work autonomously with little supervision
Ability to work within a team
Verbal and written communication skills
Decisive and accurate
Ability to work under pressure and adept in prioritization more