At JTI we celebrate differences, and everyone truly belongs. 46,000 people from all over the world are continuously building their unique success story with us. 83% of employees feel happy working at JTI.

To make a difference with us, all you need to do is bring your human best.

What will your story be? Apply now!

Learn more: jti.com

Reporting to: Field Sales Manager

Role: Permanent

Location: Upcountry

Sales Representative

What this position is about - Purpose:

Increase the sales and distribution of products commercialized by TCC across the appointed wholesalers in the assigned territory portfolio by;

1.Negotiating customer orders aiming at the realization of set sales targets (volume, availability) across the appointed wholesalers portfolio with the objectives of developing the share of market of TCC brands and reinforcing the positioning of JTI global flagship brands.

2.Guarantee the implementation of merchandising and promotional programs to achieve and maximize brand visibility at wholesale points of sale

What will you do - Responsibilities:

Guarantee the attainment of the sales and distribution targets across the appointed Wholesalers portfolio:

• Negotiate orders aiming at achieving sales and distribution targets and sufficient to avoid out of stock situations between two customer calls
• Deploy Trade Marketing activities in the visited wholesale outlets
• Establish with the customers visited a privileged relationship and a win/win partnership
• Always convey a positive and dynamic image of the company and its brands (brand ambassadorship)
• At the Point of Purchase (POP) use every opportunity to engage jobbers/retailers to understand and communicate with them. Understand the jobbers/retailers needs and stimulate the purchase of our products
• Distinguish and master all the sales channels (differentiate / segment / concentrate)
• Develop/maintain knowledge of the market (distributor territory coverage, illicit trade, Jobbers,
• Ensure that feedback is provided in TME system for every customer call, and exploit the collected data to increase sales & marketing efficiency in subsequent customer calls

Management of wholesaler in the assigned territory:

• Conduct regular customer calls as per the set weekly frequency and planned daily routes, and be attentive to:
• Optimize time wise the planned daily routes
• Recall customer needs and objectives from previous visit
• Prepare everything needed for the day (equipment and material)
• Listen to customers
• Identify the specificities of their needs and their development perspective
• Anticipate customer needs and objections
• Sell the products or program features and benefits
• Guarantee product availability, optimize product presentation/promotion in the wholesale outlets, and implement an effective merchandising to increase brand and sales performance
• Maintain in-trade product quality and ensure adequate rotation of wholesale outlet stocks meanwhile ensuring WSH stock holding corresponds to the required minimal DIO
• conduct sales, stock and cash reconciliation as instructed in the Branch Accounting Manual
• Deploy in the wholesale outlets the communication tools (POSM, promotions, programs) put at his disposal
• Verify the cleanliness of products in the stock and the cigarette display units and the POSM placed in the wholesale outlets (clean the dust if relevant)
• Record eventual product/service quality issues, exchange products, and report them as per the relevant procedure in place
• Commercial monitoring;
• Continuously maintain up to date the required customer information in TME system and systematically conduct the relevant TME system audits (availability, pricing, surveys)
• Ensure the surfacing of information to the Branch management in terms of development opportunities of the distribution network
• Reporting:
• Document in TME system precisely, rigorously, and exhaustively, the activities realized in the wholesale outlets as per the Sales Cycle plan.
• Inform his management as to the activities conducted or initiatives taken as well as competitor activities noted in the wholesale outlets. Surface pertinent information and take care in checking their foundation and accuracy

Who are we looking for - Requirements:

• University Degree or Advanced diploma in related field.
• 1 year of related experience
• Ability to drive a manual car with a driving license of not less than 2 years
• Fluent in English and Kiswahili, good knowledge of Microsoft office and outlook

• Guarantee the attainment of the sales and distribution targets across the appointed Wholesalers portfolio
• Negotiate orders aiming at achieving sales and distribution targets and sufficient to avoid out of stock situations between two customer calls
• Deploy Trade Marketing activities in the visited wholesale outlets
• Establish with the customers visited a privileged relationship and a win/win partnership
• Always convey a positive and dynamic image of the company and its brands (brand ambassadorship)
• At the Point of Purchase (POP) use every opportunity to engage jobbers/retailers to understand and communicate with them. Understand the jobbers/retailers needs and stimulate the purchase of our products
• Distinguish and master all the sales channels (differentiate / segment / concentrate)
• Develop/maintain knowledge of the market (distributor territory coverage, illicit trade, Jobbers,
• Ensure that feedback is provided in TME system for every customer call, and exploit the collected data to increase sales & marketing efficiency in subsequent customer calls
• Conduct regular customer calls as per the set weekly frequency and planned daily routes
• Optimize time wise the planned daily routes
• Recall customer needs and objectives from previous visit
• Prepare everything needed for the day (equipment and material)
• Listen to customers
• Identify the specificities of their needs and their development perspective
• Anticipate customer needs and objections
• Sell the products or program features and benefits
• Guarantee product availability, optimize product presentation/promotion in the wholesale outlets, and implement an effective merchandising to increase brand and sales performance
• Maintain in-trade product quality and ensure adequate rotation of wholesale outlet stocks meanwhile ensuring WSH stock holding corresponds to the required minimal DIO
• Conduct sales, stock and cash reconciliation as instructed in the Branch Accounting Manual
• Deploy in the wholesale outlets the communication tools (POSM, promotions, programs) put at his disposal
• Verify the cleanliness of products in the stock and the cigarette display units and the POSM placed in the wholesale outlets (clean the dust if relevant)
• Record eventual product/service quality issues, exchange products, and report them as per the relevant procedure in place
• Continuously maintain up to date the required customer information in TME system and systematically conduct the relevant TME system audits (availability, pricing, surveys)
• Ensure the surfacing of information to the Branch management in terms of development opportunities of the distribution network
• Document in TME system precisely, rigorously, and exhaustively, the activities realized in the wholesale outlets as per the Sales Cycle plan.
• Inform his management as to the activities conducted or initiatives taken as well as competitor activities noted in the wholesale outlets. Surface pertinent information and take care in checking their foundation and accuracy

• Fluent in English and Kiswahili
• Good knowledge of Microsoft office and outlook
• Ability to drive a manual car

• University Degree or Advanced diploma in related field.
• Driving license of not less than 2 years