Job Title: Customer Relationship Representative (CRR)
Level: Level 6 (a)
Reports To: Area Business Partner
Context/Scope:
EABL operates within a multi cultural, multi national, multi currency environment. EABL comprises four business units: KBL, EAML, CGI and UBL. KBL is further categorised into Demand and Supply. The Supply business is involved in production of beer and spirits.
The Demand business is involved in marketing and pushing the product to consumers.
This role is located within the Demand Sales business.The CRR role will be critical to the overall KBL short, medium and long term strategy in developing and driving our trade strategy and operational excellence within retail outlets and distributors.
The job holder is expected to have a high ability to build and develop trade relationships with outlet owners and staff / customers with high levels of respect/contact required.
The job holder works closely with the Area Business Partner and Divisional Team Leader. This position is field based and the job holder is expected to manage 400 outlets achieving Quality, Distribution, Visibility, Pricing and Promotion.
Dimensions
Level: Level 6 (a)
Reports To: Area Business Partner
Context/Scope:
EABL operates within a multi cultural, multi national, multi currency environment. EABL comprises four business units: KBL, EAML, CGI and UBL. KBL is further categorised into Demand and Supply. The Supply business is involved in production of beer and spirits.
The Demand business is involved in marketing and pushing the product to consumers.
This role is located within the Demand Sales business.The CRR role will be critical to the overall KBL short, medium and long term strategy in developing and driving our trade strategy and operational excellence within retail outlets and distributors.
The job holder is expected to have a high ability to build and develop trade relationships with outlet owners and staff / customers with high levels of respect/contact required.
The job holder works closely with the Area Business Partner and Divisional Team Leader. This position is field based and the job holder is expected to manage 400 outlets achieving Quality, Distribution, Visibility, Pricing and Promotion.
Dimensions
- Financial: Area operations budget
- Equipment: Company Vehicle
- Promotion implementation expenditure within budget
Market Complexity:
EABL (K) demand has 99% volume share of beer market. EABL (K) demand is the No.1 FMCG Company in Kenya and East Africa and also markets UDV brands.
EABL operates in a very competitive environment that has seen the entrant of new players in the total alcohol category. This necessitates the need for pro-active business approach.
The national distribution structure within the Kenyan alcohol market is key to EABLs delivery of both volume growth and market share.
Market situation is changing rapidly due to the economic situation, declining disposable incomes and opening up of the economic trading blocks allowing in flow of products from other markets. Consumers are becoming more sophisticated. This requires proactive selling to maximise company market share. Trade is evolving and being more sophisticated especially at retail level. Leadership Responsibilities:
The job holder is required to ensure optimum brand visibility and maximized sales through close liaison with ABP, minimise the effects of all competitor brands within ethical guideline, report key field information to ABP and DTL and agree follow up plans, administer workload as directed and operate efficiently in management of time and budgets.
Purpose of Role:
To positively influence sales of KBL brands by regular contact, networking and motivation in allocated retail accounts and to operate a one portfolio KBL brand approach for both beer and spirits.
Top 3-5 Accountabilities
EABL (K) demand has 99% volume share of beer market. EABL (K) demand is the No.1 FMCG Company in Kenya and East Africa and also markets UDV brands.
EABL operates in a very competitive environment that has seen the entrant of new players in the total alcohol category. This necessitates the need for pro-active business approach.
The national distribution structure within the Kenyan alcohol market is key to EABLs delivery of both volume growth and market share.
Market situation is changing rapidly due to the economic situation, declining disposable incomes and opening up of the economic trading blocks allowing in flow of products from other markets. Consumers are becoming more sophisticated. This requires proactive selling to maximise company market share. Trade is evolving and being more sophisticated especially at retail level. Leadership Responsibilities:
The job holder is required to ensure optimum brand visibility and maximized sales through close liaison with ABP, minimise the effects of all competitor brands within ethical guideline, report key field information to ABP and DTL and agree follow up plans, administer workload as directed and operate efficiently in management of time and budgets.
Purpose of Role:
To positively influence sales of KBL brands by regular contact, networking and motivation in allocated retail accounts and to operate a one portfolio KBL brand approach for both beer and spirits.
Top 3-5 Accountabilities
- To understand each element of the outlets and KBL business plans and strategy for their implementation.
- Achieve sales volume, objectives, rate of Sale driver standards in retail trade QDVPP and KBL sales force effectiveness standards in distributor sales crews.
- To ensure distributor coverage and call frequency targets are achieved
- To support the development of selling skills within external merchandiser sales crews and develop merchandiser crews and retailers staff to achieve QDVPP standards without having to do it yourself.
- Develop brand building activities for the outlet to implement, run retail promotion activities to plan and run KBL promotional activities in outlet.
- Ensure compliance with safety requirements at the work environment.
Qualifications and Experience Required:
- A business related degree or equivalent
- At least 2 years experience in a similar role.
