Meta Abo Brewery Share Company SC (Meta Brewery’) was acquired in January 2012 by the global giant Diageo PLC. Diageo is a truly global organization with over 28,000 talented people and a presence in 180 countries. Across our 21 markets, our brand portfolio represents our biggest strength, and our biggest passion. Be it our global giants,local stars or Spirits brands we use our vision, creativity and courage to drive the growth of our products worldwide. We invent strong brands for today and for the future; upholding the quality of our products and taking personal accountability for both the history and for the future of our brands.
We take our corporate social responsibility very seriously and it is our ultimate goal to have a positive impact in the society we are operating in. As a result of that, we launched our Water of life projects in Ethiopia with our NGO partners on 2009. We worked with AMREF to bring water and sanitation facilities to the 56,000 residents of Kechene area and benefiting 20,000 people in South-eastern Ethiopia in collaboration with USAID and Care international. We also supported the implementation of water, sanitation and hygiene promotion (WASH) in two districts (known locally as woredas) in Hadiya Zone, Southern Nations, Nationalities and Peoples Region (SNNPR), Ethiopia, that benefited 44,154 people to gain access to safe water and 66,680 with sanitation (including school users) which is implemented by Water Aid. Furthermore, we also invested on a project that provides clean water to 2,000 households in Sebeta through a borehole that the community is independently managing.
Are you ready to join us on our journey to create history in Ethiopia and beyond? We would like to welcome you to the Meta/Diageo world of exciting possibilities, a world of celebrating life every day, everywhere.
Key Accountabilities Active Selling
Create orders and build order sales value via active selling
Responsible for generating sales orders in each of the designated accounts to meet daily targets and ensure all taken orders are delivered in full and as per communicated service / delivery days / times..
Each designated account will have a daily/monthly/annual targets by brand and category
VSM management/ Morning calls - Work with designated key distributors / van salesperson Driver to ensure that service frequency is adhered to and any changes are agreed and communicated to the customer in advance at least 2 weeks prior to effecting the change
Consistently deliver the monthly/quarterly and yearly depletion targets
Account Targeting
Each designated account will have a daily/monthly/annual targets set by brand and category.
Daily targets for planned calls by brands/category per each outlet to be called on that particular day and the same is discussed and agreed on a weekly basis but reviewed on daily basis with the Line Manager.
Responsible to penetrate new accounts and market areas
Responsible to protect exclusive houses
SKUs should be available in respective accounts as per the new outlet segmentation
Account Management & Activation
Knowing Trade segmentation
Responsible and accountable for all aspects of account management and activation in each of the designated accounts.
Activate execution standards in priority accounts identified in RtC design.
Activation of QDVPPP standards to meet the desired target/standards.
Responsible to have the full territory profile of the market and updated on monthly base
Fully engaged and take accountability on timely completion (100%) of all promotional activities and submission of documents
Protect Company’s POSM, strictly follow Company’s assets movements, prepare on time asset transfer and ensure quarterly physical inventory/count
Ensure Good Inventory management is in place at outlet level (FIFO)
Key Enablers Planning Schedules & Activities
Develop own Daily/ Weekly/ Monthly/ Annual Schedules and activities as per the standardized sales processes guidelines.
Develop journey plans and frequency for all designated customers to ensure they are visited as per segment guidelines as defined in the RtC design.
Reviews the journey plan and customer information monthly (a minimum) and updates where necessary based on rep knowledge of customer and area.
Hold daily morning meeting at distributor premises with van salesperson to agree and plan days activities including days target per van salesperson per Route by brand and category as well as review the previous day’s performance agreeing on corrective action to improve sales performance in particular routes or accounts.
Support distributor in planning designing their routes to ensure that all outlets are covered and visited as per required frequencies.
Customer Data:
Reviews the customer profiles, sales information, previous visit activities and notes by a sales representative, to be fully prepared prior to executing the sales call/activity.
Identifies possible issues and opportunities and creates or updates activities to address these. Identifies personal objectives for the call.
Update customer list by deleting closed outlets and scoping new customers (could include Geo Codes) in the territory.
Execution
Accountable for the minimum execution standards.
On a daily basis review with the Van salesperson their performance (targets achievement) and agree on next steps to improve current performance.
Manage SFA (Sales Force Automation) as required to capture orders and record sales for all outlets called on updating the details of the said accounts as and when they change.
Following completion of the sales driver checks, identify any issues or opportunities to be addressed in the sales call, and update the list of activities for the call to address these.
Close the call with actions ensuring all executed and non-executed activities are recorded, objectives are noted for future calls and customer profile information is correct and up to date
Activate agreed promotions in the outlet according as per brand activity guidelines.
Adhere to planned calls without any ad hoc changes unless same is approved formally by the Line Manager.
Measurement / Reporting
Review and record, post the sales call, evaluation against call and objectives and targets.
On a daily / weekly and Monthly basis measure, track and report achievement against set targets for: Collaboration.
Is active in building and maintaining understanding of how Sales can work with other functions to deliver performance goals.
Develop and manage Amazing Relationships with designated customers and other 3rd party partners.
Job Requirement
Qualifications and Experience Required
University / College Degree with at least 2 years’ sales or marketing experience in FMCG.
Computer literate and ability to work under pressure and respond to tight deadlines.
Team player
Strong communication, problem solving and negotiation skills.
Strong understanding of the selling process.
Fluent in Amharic and a strong command of written and spoken English
Valid 2 level driving license or Derek 1 Derek License with 2 years driving experience.