Title:  Sales Representative

We Go Places! How about you?
Location: Copperbelt
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
• Strike rate on number and size of orders generated vs target
• Managing deliveries of orders (on time and in full) 
• 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

Operational

Responsible for generating sales and meeting sales targets

• 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 AVAILABILITY, ACCESSIBILITY, AFFORDABILITY and identifying and negotiating ACTIVATIONs
• 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)  
• To establish and manage 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 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
• 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

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)

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