Pre-Seller Modern Trade

Job Title: Pre-Seller – Modern Trade

Reports To: Sales Supervisor

Business Unit: ACCBC

Function: Sales

Location: Assigned Market

Grade: TBC

Job Purpos

eResponsible for driving sales volume, maximising product visibility, and ensuring seamless execution of commercial agreements across assigned key accounts in the Modern Trade channel, including hypermarkets and large supermarket chains. Unlike fragmented trade, this role focuses on securing high-volume orders based on promotional calendars, managing on-shelf availability, and building strong relationships with store managers to maximise Share of Shelf. Physical delivery, pricing decisions, and commercial term-setting sit outside this role – the Pre-Seller's accountability is execution at the account level: orders, visibility, promotions, and stock integrity

.
Operating Conte

xtThe Pre-Seller – Modern Trade operates across a structured route of key accounts within the assigned market. The role functions in a context defined b

• y:Fewer but higher-complexity accounts per route – each visit involves checking backroom stock, shelf compliance, promotional execution, and relationship management with store managers and section head
• s.Promotional calendar-driven selling – orders are aligned to national and account-specific promotions requiring advance planning, display builds, and timing disciplin
• e.On-shelf availability (OSA) is a primary accountability – out-of-stocks in modern trade have immediate visibility and direct impact on sales and customer relationship
• s.Expiry and returns management are active responsibilities – FIFO discipline and proactive stock rotation directly impact the returns percentage KP
• I.Competitor environment is highly visible in modern trade – shelf space disputes, competitor promotions, and pricing activity must be monitored and reported dail
• y.Close coordination with the logistics team, Key Account Managers, and Sales Supervisor is required to ensure delivery alignment, promotional readiness, and account complianc

e.

Key Roles and Responsibili

ties
A. Order Generation & Volume G

• rowthVisit assigned Modern Trade outlets according to a structured route plan to secure sales orders meeting or exceeding monthly volume and value tar
• gets.Book orders aligned to the promotional calendar and account-specific agreements, ensuring order accuracy and completeness at every v
• isit.Submit daily sales reports and visit logs to the Sales Supervisor within the required timef
• rame.Achieve daily, weekly, and monthly sales targets and KPIs as set by manage

ment.
B. Stock & Inventory Mana

• gementMonitor stock levels in both the warehouse backroom and on the shelves at each account to prevent out-of-stock (OOS) situa
• tions.Coordinate with the logistics team to ensure timely delivery and a healthy stock days-on-hand profile at each o
• utlet.Apply strict FIFO methodology during stock checks to identify and proactively manage near-expiry products before they become re
• turns.Actively manage and minimise return percentages due to damage or near-expiry by coordinating stock rotation with store

teams.
C. In-Store Execution & Vis

• ibilityEnsure excellent execution of planograms and visibility agreements at every assigned a
• ccount.Maximise Share of Shelf (SOS) and ensure ACCBC brands dominate primary shelving and secondary display locations including end-caps and floor di
• splays.Verify price tags, shelf labels, and display standards against company planograms at every
• visit.Maintain ACCBC's display and visibility standards consistently across all assigned ac

counts.
D. Promotional Campaign E

• xecutionImplement national and account-specific promotional activities on time and to the agreed execution s
• tandard.Build thematic displays and ensure promotional mechanics are correctly in place before the promotion li
• ve date.Track the performance of active promotions during visits and report any execution gaps or competitor interference to the Sales Supervisor imme
• diately.Coordinate with Key Account Managers on upcoming promotions to ensure readiness at store level ahead of

launch.
E. Relationship M

• anagementServe as the primary on-the-ground point of contact for store managers, section heads, and receiving team members at each assigned
• account.Resolve operational issues – delivery gaps, shelf disputes, stock rotation requests – quickly and professionally at the sto
• re level.Escalate unresolved account issues to the Sales Supervisor or Key Account Manager witho
• ut delay.Build trusted, long-term relationships with store personnel to facilitate smooth execution and preferential treatment on shelf space and display oppor

tunities.
F. Market Intelligence &

• ReportingGather and report daily data on competitor pricing, new product launches, and promotional activities observed in assigned
• accounts.Maintain accurate daily sales trackers and visit logs in line with company reporting req
• uirements.Report all operational, compliance, or safety issues to the Sales Supervisor with

out delay.
Key Performance Indica

tors (KPIs)Sales &

• amp; VolumeSales target achievement – monthly volume and value targets met
• or exceededStrike rate – number of successful orders placed relative to total planned s
• tore visitsOrder booking accuracy – zero order errors pe

r route dayAvailability &

• VisibilityOn-Shelf Availability (OSA) – out-of-stock incidents for core SKU
• s minimisedShare of Shelf (SOS) – agreed linear shelving percentage maintained or grown vs
• competitorsPlanogram compliance – display and shelf execution standards met at

every visitPromotiona

• l ExecutionPromotional campaign execution rate – all activities built on time and
• to standardNew product launch execution rate across assign

ed accountsReturns

• & StockReturns and bad stock percentage – below company threshold (target
• : <1.5%)FIFO compliance – stock rotation managed at

every vis

• itReportingDaily sales tracker and visit log submitted on time with complete and ac
• curate dataCompetitor intelligence rep

orted daily
Required Experience and Qu

alifications
Minimum Q

• ualificationsBachelor's degree in Business, Marketing, or a r
• elated field.Valid local driving licence

is mandatory.
Mini

• mum Experience1–3 years of experience in FMCG sales, specifically within the Modern Trade or Key Acc
• ounts channel.Familiarity with planogram execution, promotional activation, and on-shelf availability management in a modern trad
• e environment.Experience using handheld sales systems (SFA or equivalent) and basic data t

racking tools.
Knowl

• edge and SkillsCommercial acumen – understanding of how promotions, margins, and stock rotation impact both ACCBC an
• d the retailer.Strong negotiation, relationship-building, and communication skills with store-leve
• l stakeholders.Attention to detail in checking expiry dates, price tags, and shelf execution agai
• nst planograms.Resilience and problem-solving ability to handle shelf space disputes and operational friction at the
• receiving dock.Goal-oriented, self-driven, and able to manage time efficiently across a structured