Main Purpose of Job : To achieve sales by category by maximizing short and long term growth opportunities and build long term relationship with the customers.
Key Outputs : List the main results which the job must deliver in order to achieve its purpose.
Accountable for the achievement of his / her territory sales volumes by category.
Achieve the core distribution (Listing of new Stock Keeping Unit (SKU)), picture of success targets, agreed visibility and other elements in the Business Development Agreement (BDA).
Develop a strong relationship with the customer and initiate negotiation of the contract (Visibility, shelve space, promotions and implementations).
Organize field visits on a daily basis and follow up with stores in the assigned area to ensure availability of products.
Report market intelligence (Sales analysis, montly initiative implementations, competitor activities, launches, customer plans, shopper profiles) to sales management.
Ensure that the promotional plan is implemented effectively and efficiently instore in the assigned area(s).
Ensure on shelf availability of all products based on core distribution by communicating with the merchandiser and following up with store visits.
Ensure correct product handling and condition on shelf as per company policy.
Ensure shelf and warehouse stocks are correctly audited, rotated, and the short expiry issues are properly handled in line with company policy.
Ensure collection and financial reconciliation is made in line with Nestlé set payment terms.
Submit and maintain proper customer records, sales activities and other required reports and forms.
Follow up with merchandisers on their daily journey plan and resolve any issues that may arrise. Provide constructive feedback on stock handling and implementation of the products on the shelves, check outs, secondary placements, and gondolas.
Ensure strict adherence and compliance on all activities undertaken, including those taking place on trade, to the WHO International Code of Marketing of Breast-
Milk substitutes and Nestlé Instructions and local country codes. Comply with Nestlé’s strictest requirements that Nestlé marketing and sales personnel will not seek contact with, or give advice to pregnant women, or mothers of infants and young children regarding Infant Formula in their business capacity.
Measurements / Performance Indicators :
Percentage of acheivements by category
Picture of success score card by outlet
Field visit reports and journey plans
Activity tracking sheet
Field visit reports and journey plans
First Expiry First Out (FEFO)
Over dues reports and dispute cases
Up to date Factbook (Fact sheets, score cards, customer plans)
Merchandiser time plan
Key Relationships Internal to Nestlé Group : (shared / conflicting interests) Sales Team, Merchandising Supervisor, CCSD, Finance, Customer Service and NBS Key Relationships External to Nestlé Group (shared / conflicting interests) Customers, 3rd Party Logistics & Merchandising Key Experiences : What experiences are key to success in this job?
0-2 years work experience University Degree in Business or related field Knowledge : Nestlé Corporate / Functional / Market / Business / Organizational ( What specific organizational information should the incumbent have to be effective in their role?
Core knowledge of the 10 Principles and expert knowledge in our areas of responsibility Nestlé Leadership Framework : These are the leadership behaviours required as defined by the position level of the role
Understand The Business Environment
Practice What You Preach
Functional Competencies : These are the core functional competencies and the appropriate skill level that is required to be effective in the role
Drive Category and Shopper Knowledge
Drive Channel / Customer Knowledge
Establish Winning Sales Strategy
Integrated Customer Relationships and Collaboration
Drive Sustainable Profitable Growth
Effective Business Planning
Drive Excellence in Execution