Sales Representative – Consumer Division

JOB PURPOSE

Deliver continuous growth of the revenue and profitability of the Division. Collaborate with customers to build and maintain a win/win relationship between the Division and each customer.

PERFORMANCE CRITERIA

The job is satisfactorily performed when:

• Sales quotas and targets are achieved.
• Execution of trade and marketing plans as agreed by the Sales Manager.
• Customer Relationship Management targets are met.
• There is merchandising effectiveness.
• Stock rotation, damages, and returns management including product recalls are completed as directed.
• Superior product knowledge is displayed.
• Frequency and nature of unresolved legitimate customer complaints are within targets.
• Refer unresolved customer grievances to designated departments for further investigation.
• All reports are timely and accurate
• Accounts Receivables are managed within set targets and expenses are maintained within budget.
• Stock on the trade is maintained within acceptable limits.
• A satisfactory working relationship is encouraged and developed with all employees as espoused and guided by Group and Company Values.

KEY RESPONSIBILITIES

FUNCTIONAL:

1. Sell BPI Personal Care products and achieve monthly sales and gross profit quotas on assigned route.
2. Ensure that routes are properly serviced and that key supplier products are visible and/or available where required.
3. Execute agreed sales and marketing plans.
4. Ensure that all customers on his/her route are serviced weekly/biweekly with BPI products.
5. Ensure that all products that are sold are merchandised properly and rotated weekly (FIFO basis) to maintain freshness at all times.
6. Ensure that all “damages” are returned to the Company and customers are compensated for these damage in accordance with the ‘Returns Policy’
7. Ensure that all outstanding credits are collected on time and paid to the Company’s accounts dept. on a weekly basis.
8. Ensure that all cash collected from his/her daily sales is deposited the respective personnel each day. He/She will be held accountable for any cash shortages/overages.
9. Ensure all charges bills are signed by the customer. The customer must also receive a Company receipt signed by him/her (the Territory Manager) when he/she receives money for credit given.
10. Collect feedback/information from new and existing customers/consumers on the performance of the Company’s products and populate Competitor Report as required
11. Continuous expansion and exploration of opportunities to encourage sales growth with new and existing customers.
    

PEOPLE MANAGEMENT:

1. Provide efficient customer service and ensure that superior customer relationships with customers are built and maintained.
2. Investigate, follow up, and provide solutions to customer complaints, problems, or issues so as to establish and maintain appropriate client
   relationships.
3. Communicate with the Sales Manager on a regular basis on all aspects of the operations of the sales achievement in designated area.
   

HEALTH, SAFETY & ENVIRONMENT:

1. Report any hazards that are identified to direct Manager/HR Officer.
2. Ensure the application of and adherence to established HSE measures and procedures to ensure the well-being of themselves and employees
   

QUALITY ASSURANCE & CUSTOMER SERVICE:

1. Adhere to the company’s quality & customer service standards and procedures.
2. Support continuous improvement through reporting non-conformance, customer complaints & process improvements to the immediate
   supervisor/manager.
   

GENERAL ACCOUNTABILITIES:

1. Responsible for the Accounts Receivables in his / her assigned area and following up on overdue amounts
2. Assist during periodic stock checks.
3. Attend all required Sales and Staff Meetings
4. Working closely with merchandisers to ensure products are well-stocked and well-displayed
5. Manage and implement store-specific promotions and coops.
6. Prepare and submit required reports for submission to the Sales Manager from visits to the trade
7. Perform other duties that may be required to enhance the operations of the Company

REPORTING RELATIONSHIPS

REPORTS TO:
Junior Brand Manager

SUPERVISES:
Nil

TOOLS, EQUIPMENT, MACHINERY, MATERIALS, ETC.:

• MS Office
• Route List
• Tablet
• Cell Phone
• Email software
• Vehicle
  

EDUCATION AND EXPERIENCE:

• 5 CXC / Ordinary Level passes, including Math and English
• A minimum of three (3) years’ experience in a similar or related position Or a relevant combination of training and experience

WORK ETHIC:

• Integrity — Being honest and ethical.
• Initiative — Willingness to take on responsibilities and challenges.
• Stress Tolerance — Accepting criticism and dealing calmly and effectively with high stress situations.
• Self Control/Emotional Intelligence — Job requires maintaining composure, keeping emotions in check, controlling anger, and avoiding aggressive behavior, even in very difficult situations.
• Achievement/Effort — Establishing and maintaining personally challenging achievement goals and exerting effort toward mastering tasks.
• Dependability — Being reliable, responsible, and dependable, and fulfilling obligations.
• Independence — Developing one’s own ways of doing things, guiding oneself with little or no supervision and depending on oneself to get things done. Autonomous and results-orientated, with a clear determination to succeed.
• Persistence — Persistence in the face of obstacles. A commitment to continuous improvement and customer-focused quality service delivery
• Adaptability/Flexibility — Being open to change (positive or negative) and to considerable variety in the workplace.
• Cooperation — Being pleasant with others on the job and displaying a good-natured, cooperative attitude.