General Trade Manager at Tropical Heat Ltd 2020
Career Kenya: General Trade Manager at Tropical Heat Ltd 2020
Employment vacancy : Today Recruitment Kenya

Reports to: Directors

Title: General Trade Manager

Purpose of the Position(s): Managing the company’s General Trade distribution channels. To provide the Company with increased sales productivity, meet revenue and cash collection targets, brand visibility, lead the sales team, manage account relationships and ensure Tropical Heat is the market leader, across categories, in all accounts, in terms of sales, visibility and availability.

Functional Responsibilities:

 Van Sales Management

  • Accountable for the Van Sales distribution channel.
  • Management of the van sales staff (sales reps, drivers) and resources (including vehicles).
  • Responsible for the prevention of fraud and misuse of company resources.
  • Responsible for accurate stock-taking and reporting, from all sales staff.
  • Daily reporting on Van Sales performance and key information.

Distributors, Wholesalers, Stockists

  • Build up the existing wholesaler network (specific targets will be provided).
  • Build up customer portfolio, new wholesalers, stockists.
  • Manage Credit Risk and ensure Cash Collection is 100%, on time and in full.


  • Drive, integrate and support sales strategy and its execution.
  • Achievement of sales set targets on a monthly and annual basis.
  • Achieve increase in coverage (increase in terms of number of branches and accounts goods are sold to).
  • Monitor sales in our market to ensure targets and objectives are met.
  • Ensure optimal availability of products over long and short term.
  • Ensure Route to Market & Territory Management optimization.
  • Recommend the tools and resources required to achieve the launch objectives.
  • Maximize all opportunities in the process of closing a sale, contributing to an increased market share for TH products.
  • Contribute to delivering sales across all channels, not limited to one specific sector.

Cash Collection / Finance

  • Manage Allocation of Customer Trade Spend and debtors book. Manage trading terms and condition per channel and improve CCS constantly.
  • Ensure cash collection as per agreed terms with customers (work and communicate closely with TH Finance dept).
  • Computing, preparing and authorizing credit and debit notes as required.
  • Effective financial management of expenses versus budgets.
  • Implement and control pricing in all channels, inside and outside of promotional periods.


  • Drive and ensure strong in-store visibility and merchandising (working closely with the merchandising, sales and marketing team).
  • Ensure TH is the market leader in terms of both sales and visibility, in snacks and spices.
  • In every single supermarket, spices should have
  • Ensure TH is leader in Point of Sales visibility, including shelf space, product placement on shelves, additional visibility such as FSU’s, till-shelving, gondolas, ‘bins’, cross-category merchandising, etc).

Leadership and Internal Relationships

  • To effectively develop and manage operational field sales force.
  • Motivation of Sales Force via Effective Leadership and Implementation of Incentive Programs.
  • Development and Measurement of Sales Force through regular Appraisal Reviews.
  • Develop tailor-made training modules in conjunction with HR Department.
  • Development of Internal Relationships with all relevant Streams (i.e. Finance, HR, Stores and Production).
  • Work within and lead the sales and support teams for the achievement of customer satisfaction, revenue generation, and long-term account goals in line with company vision and values.
  • To liaise regularly with other departments to ensure product availability in line with sales requirements.

External Relationships

  • To liaise with corporate clients, build and develop working business relationships.
  • Development of customer relationships through regular operational reviews to ensure that stock availability, distribution and shelf management opportunities are grasped.
  • Conduct commercial calls to designated key accounts outlets on a regular basis, imparting TH product knowledge and in house training of both TH and supermarket staff.
  • To handle customer complaints and enquiries swiftly (working closely with the TH customer service and quality control teams).


  • Develop a process of regular communication of key reports to directors (and sales team).
  • Prepare regular reports and analysis on all account activities, with detailed analysis across segments, categories, retailers, etc.
  • To draw insight from quantitative data and transform in qualitative reports.
  • Maintain accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up activities within their assigned territory.
  • Responsible for Dynamic Forecasting and Demand Planning.
  • Monitoring and Measuring Effective Implementation of Field Management Best Practices by Sales Force.

Required Qualifications

  • Holder of a Bachelor degree from a recognized University in Business, Sales & Marketing or related field.
  • MUST Have 7– 10 years in experience in sales of FMCG products within commission incentive structure.
  • MUST Have Proven experience in FMCG Companies
  • Willingness to travel and work out of the office.
  • Proven ability to achieve sales quotas.


  • Excellent interpersonal and communications skills.
  • Maintain contact with all clients in the market area to ensure high levels of client satisfaction.
  • Demonstrate ability to interact and cooperate with all company employees.
  • Build trust, value others, communicate effectively, drive execution, foster innovation, focus on the customer, collaborate with others, solve problems creatively and demonstrate high integrity.
  • Maintain professional internal and external relationships that meet company core values.
  • Proactively establish and maintain effective working team relationships with all support departments.
  • Should be highly motivated and aggressive sales person.
  • Should be presentable & well kept at all times.
  • Good and positive outlook towards job
  • Must have interest in growing with the company.
  • Strong understanding of customer and market dynamics and requirements.


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