Sales Representative – Key Accounts

Kenya Wine Agencies Limited (KWAL) — the leading manufacturer and distributor of wines and spirits in Kenya, Eastern and Central Africa — is seeking a results-driven Sales Representative for Key Accounts to join its dynamic commercial team in Nairobi. This role sits at the heart of KWAL's revenue engine, responsible for managing and growing relationships with key outlet accounts across an assigned territory.

The ideal candidate will combine sharp commercial acumen with strong relationship-building skills to drive product availability, execute in-store activations, and consistently achieve volume and value targets across KWAL's portfolio of iconic wine and spirits brands.

• Achieve monthly and quarterly sales volume and revenue targets by customer and channel in line with approved customer and channel plans.
• Execute structured customer visit plans, maintaining required call compliance rates and journey plan adherence across all assigned outlets.
• Identify and negotiate product listings, securing numeric distribution targets for strategic focus brands by brand category.
• Drive forward share inventory (SOVI) targets to minimise out-of-stocks and secure optimal cold and ambient shelf space by channel and brand category.
• Monitor and enforce Recommended Retail Price (RSP) guidelines per brand and outlet type to protect product affordability and brand positioning.
• Identify, plan, negotiate, and execute Point-of-Purchase activations including temporary price promotions, tastings, and impulse-driving displays, ensuring adequate stock support and clear shelf communication.
• Deploy POS materials and build strong relationships with outlet staff through product knowledge training and shelf-stocker engagement programmes.
• Proactively manage customer credit and cash accounts to safeguard KWAL's revenue while enabling sustainable customer growth.
• Monitor, report, and manage company assets (including refrigeration units and vehicles) in accordance with KWAL policies to ensure optimal utilisation.
• Receive, escalate, and resolve customer queries and complaints efficiently in collaboration with the customer service team.
• Prepare and submit accurate, timely territory and sales reports to the Territory Manager to support planning and forecasting.
• Conduct market intelligence activities including competitor monitoring, pricing analysis, and category trend reporting.

• Demonstrated ability to meet and exceed sales targets in a fast-moving consumer goods (FMCG) or beverages environment.
• Proven track record of managing key accounts, negotiating shelf space, and executing trade marketing activations at the point of purchase.
• Ability to read and interpret sales data to identify gaps, opportunities, and corrective actions within an assigned territory.
• Strong negotiation and influencing skills — able to engage store managers, buyers, and outlet owners to secure listings and preferred positioning.
• Competence in journey planning, call scheduling, and structured customer visit execution to maximise territory coverage.
• Demonstrated ability to manage credit accounts responsibly, following up on outstanding balances and escalating risks proactively.
• Proficiency in preparing clear, concise sales reports and using basic tools such as Microsoft Excel or CRM platforms.
• Holder of a Bachelor's degree (BA/BSc/HND) in a relevant field such as Business, Sales, or Marketing.
• Valid driving licence and willingness to conduct regular field visits across the assigned territory in Nairobi.

KWAL offers a competitive remuneration package benchmarked to industry standards in the FMCG/beverages sector. While the exact salary has not been publicly disclosed, the estimated monthly package for this role is in the range of KES 60,000 – 100,000, inclusive of basic salary and performance-linked incentives. Additional benefits typical of this level at KWAL may include a transport or fuel allowance, airtime allowance, and performance bonus tied to target achievement.

Ideal candidate: A self-motivated, field-oriented sales professional with at least 2–4 years of experience in FMCG sales, preferably in beverages, alcohol, or consumer goods. You thrive in a target-driven environment, enjoy building relationships with trade partners, and are comfortable spending the majority of your day in the field rather than behind a desk. You are organised, disciplined with reporting, and passionate about growing brand presence on shelves and in coolers.

Do not apply if: You are looking for a primarily office-based role, have no prior field sales experience, or are uncomfortable with structured journey plans and quantitative performance targets. This role demands consistent field presence and accountability to numeric KPIs.

• Visit the KWAL careers page or the platform where this listing is hosted.
• Prepare an updated CV highlighting your sales achievements, key accounts managed, and measurable results (volumes, revenue growth, distribution gains).
• Submit your application before the closing date (not specified — apply as soon as possible to avoid missing out).
• Shortlisted candidates will be contacted for an initial screening interview followed by a formal panel interview.
• Important: Never pay any fee, assessment charge, or notarisation cost as part of any recruitment process. KWAL and legitimate recruiters will never request payment from candidates.