Commission Sales Representatives needed at Fairtrade Africa (FTA)

ABOUT FAIRTRADE AFRICA

Fairtrade Africa (FTA) is the umbrella network organization representing Fairtrade-certified Producer Organizations in Africa and the Middle East. It has four (4) regional networks – Eastern & Central Africa; Southern Africa; West Africa; and the Middle East & North Africa. Established in 2005, FTA is a member of Fairtrade International and currently represents 1,354,294 farmers and workers in 660 producer organizations spread across 28 countries in Africa and the Middle East by providing services to them that contribute to the improvement of their livelihoods.

FAIRTRADE AFRICA PURPOSE: To improve the socio-economic conditions of African producers through increased access to better trading conditions.

ABOUT THE JOB

To help Fairtrade Africa to sell various existing products developed by our producer organizations. The sales representative will have a strong understanding of the sales process, excelling at generating leads, building relationships, and closing sale lead. The ideal candidate will be a quick learner with strong negotiating skills, and with the ability to increase the adoption of Fairtrade sourcing and labelling.

LOCATION: Nairobi (two positions) | Nakuru (one position) | Eldoret / Kisumu (one position)
REPORTING LINES:
Post holder reports to Commercial Manager – Eastern & Central Africa
Staff reporting to this post: None
BUDGET RESPONSIBILITY: None

DUTIES & RESPONSIBILITIES

• Identify appropriate new prospects, set appointments, make effective qualifying sales calls, and manage the sales cycle to close new business in all product categories offered.
• Meet weekly and monthly sales targets through the successful implementation of sales and marketing strategies and tactics
• Increase visibility of Fairtrade branded products in key outlets and with key businesses
• Maintain working relationships with existing clients to ensure exceptional service
• Attaining targeted market share of the assigned product and product portfolio.
• Entering customer information into the FTA database and adhering to customer database management standards for customer management.
• Attaining brand visibility and carrying out sales promotions and other marketing activities through intelligent market assessment.
• Regular and constant monitoring, analysis & evaluation of competitor activity on behalf of producer organizations.
• Preparing and submitting timely activity reports on a weekly basis through a Route to Market Management (RTM) System
• Any other duty assigned

KEY PERFORMANCE INDICATORS

• Achieving set sales targets
• New customer acquisition targets
• In-store visibility score
• Key accounts and stakeholders’ evaluation score

KNOWLEDGE, EXPERIENCE AND SKILLS

Qualifications

• A Bachelor’s degree in Business Management or a related field.

Professional Qualifications

• Project management will be an added advantage

Experience and Knowledge

• At least 3 years of sales experience preferably FMCG
• Having a Network with tier 1 & 2 supermarkets and wholesalers is desirable.
• Experience of the route to market strategy execution
• Key account and stakeholders’ relationship management experience

Compensation

• Retainer plus target-based commission

Skills and competencies

• Strong negotiation skills
• Strong communication and interpersonal skills
• Quick learner
• Strong customer service skills
• Strong bias to action
• Ability to build and maintain strong business relationships
• Report writing skills
• Planning and organization skills
• Analytical skills
• Team player