Developing and sustaining win-win relationships with a number of our key distributors
Driving availability of Meta/Diageo brands in all outlets within area under their scope
Ensuring brilliant field execution and sales driver’s activation in all outlets and with customers through leading a Field Sales teams (Trade Developers).
Key accountability
Releasing people’s potential. People capability development through coaching and accompaniment (of both Diageo and Distributors’ field staff) based on License to Sell and License to Coach Principles.Recruit, retain & motivate talented TDs within the territory
Brilliant execution. Embedding the Everyday Minimum Execution Standards as the way of working. Ensure complaints from customers and Distributors receive timely resolution.
Distributors Development. Developing and sustaining amazing relationships with a number of our key distributors. Develop and drive joint strategy and plans with distributors, have direct performance and P&L responsibility, build alignment on demand & cash plan, support with KPIs to maximize our RTC value chain and working to drive volume “Push and Pull” with a focus on the retail end. And work with them to develop the capability within their organisations.
Delivery of field sales numbers. Develop and implement an area operational plan to ensure that objectives in terms of numerical & weighted distribution, volume, Gross Margin, market share and NSV are achieved for the area. NB: Supervisors are accountable to drive depletion and sell out volume.
Reporting & Analysis. Consolidate insights and data gathered by team to ensure that hierarchy and relevant stakeholders are fully informed at all times. Develop and input into activity / sales unit plans for the Territory /area and present activities at relevant cycle planning meetings for approval. Ensures the data maintenance processes are fully executed, and holds responsibility for the data quality.
Compliance. Ensure that all teams and Distributors are well-trained and aligned with the Diageo COBC and all corporate compliance and Health and Safety requirements guidelines and are committed to adhere to all the relevant Diageo Policies and procedures, standards and CCE agenda.
Job Requirement
Qualifications
At least a Bachelor Degree
Strong understanding of commercial opportunities and sensitivity to customers’ satisfaction
Basic P&L literacy and previous experience of financial data (targeted trade investment, margins optimization, customer profitability…)
Strong numerical skills and high level of computer literacy
Previous experience of managing/leading teams, either directly or indirectly, would be an added advantage.
Strong influencing skills, able to set a vision and inspire clients. Authentic in all interactions and able to build true partnerships with customers and internally with other functions.
Strong communication skills, both verbal and written, in Amharic and English
Strong ability to multi-task and operate with pace and agility
Ability to find pertinent solutions in a dynamic and fast-running environment
Willingness to experiment and learn.
Passionate about a career in sales
Valid driving license and strong driving experience
Experience
At least 2+ years’ track record in sales (experience at a manager level would be an added advantage), with specific experience in account management, field sales or trade marketing.