Sales Representative Key Accounts at Kenya Wine Agencies Limited (KWAL)

Sales Representative Key Accounts at Kenya Wine Agencies Limited (KWAL) – Kenya Wine Agencies Limited (KWAL) Kenya Job Details

About the Role

Kenya Wine Agencies Limited (KWAL) is recruiting for a Sales Representative Key Accounts position based in Nairobi. This is a full-time role focused on driving sales growth across key customer accounts in the wine and spirits distribution sector. The Sales Representative Key Accounts will manage assigned territories, build lasting client relationships, and execute sales strategies that align with company and customer objectives.

The role combines field-based customer engagement with data analysis and strategic account management. You will work across retail channels to increase product availability, manage promotional activities, and maintain strong relationships with outlet staff and decision-makers. This position reports directly to the Territory Manager and requires consistent field presence across your assigned region in Nairobi.

Key Responsibilities

• Achieve sales volume and revenue targets by customer in line with customer and channel plans, with accountability for meeting monthly and quarterly goals.
• Conduct regular client visits across assigned channels to meet required customer visit rates, ensuring effective call compliance and adherence to planned route schedules.
• Identify and negotiate product listings and distribution targets with outlets, focusing on strategic brands to drive numeric distribution across category types.
• Enhance product availability by negotiating shelf space allocation, managing forward inventory strategies, and reducing out-of-stock occurrences across cold and ambient categories.
• Ensure pricing compliance with Recommended Retail Price (RSP) guidelines across strategic focus brands and outlet types to maintain market consistency.
• Plan and execute point-of-purchase promotional activities that build immediate purchase intent, coordinated with adequate stock levels and clear shelf and off-shelf displays.
• Manage customer relationships through product training, staff engagement, and deployment of point-of-sale materials that support brand visibility and staff recommendation.
• Monitor company assets including branded fridges and vehicles in accordance with KWAL policies, ensuring optimal asset utilisation and maintenance.
• Receive, track, and resolve customer queries and complaints in coordination with the customer service team, documenting outcomes for management review.
• Prepare accurate and timely sales reports and territorial updates for the Territory Manager to support planning and performance review cycles.
• Analyse category data and market trends using data management tools to identify opportunities and inform customer account strategies.
• Manage customer credit and cash resources proactively to support business growth in both volume and revenue.

Requirements & Qualifications

• Secondary school education or equivalent qualification; tertiary qualification in sales, business, or marketing is advantageous.
• Proven experience in sales representation or key account management within distribution, retail, or FMCG sectors.
• Ability to conduct effective client visits and negotiate with retail outlets and wholesalers on product placement and promotional activities.
• Competence in using Sales Force Automation tools and data analysis platforms to track customer accounts and market trends.
• Strong communication skills with the ability to train outlet staff, build relationships with decision-makers, and present product information clearly.
• Valid driving licence and willingness to travel regularly within the assigned territory in Nairobi for client visits and field activities.
• Understanding of FMCG distribution channels, retail trade practices, and promotional execution in the beverage or spirits sector.
• Demonstrated ability to work independently while reporting progress to management and collaborating with team members on shared objectives.

What to Expect

• Regular field-based work involving client visits, outlet negotiations, and promotional activity execution across your Nairobi territory.
• Use of company vehicles and branded assets to support sales activities; responsibility for maintaining assets and adhering to company policies.
• Access to Sales Force Automation and data analysis tools to manage accounts, track performance, and inform strategic decisions.
• The Sales Representative Key Accounts at Kenya Wine Agencies Limited (KWAL) position in Nairobi is open to qualified candidates. Click Apply below to submit your application.