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Job Description :
Context/Scope:
Serengeti Breweries Limited (SBL) is a fully integrated
beverage business in Diageo Africa (supply and demand for beer and
spirits).
SBL flagship brand is Serengeti Premium Lager. Other brands
in the portfolio include Serengeti Lite, Guinness, Pilsner and SIB.
Headquartered in Dar es Salaam, SBL is also the distributor of several
global Diageo international renowned spirits brands such as Johnnie
Walker, Smirnoff, Gordon’s, Bailey’s and Captain Morgan.
Scope of the role
Primary accountability is to deliver business year NSV and Volume outlined by Line Manager. (NSV 2.5-3 BLN TZS).
He/she will manage a district – distributors, stockists and execution in outlets
Purpose of Role
The Sales Executive will manage an assigned geographical
area which may include towns/villages and several distributor
territories in terms of achieving the primary and secondary sales
targets/ distribution and other Key Performance Indicators. Lead and
motivate Area Distributors, VSM’s and their staff in his/her assigned
area to achieve the planned volume, market share, NSV and NR targets
Leadership Responsibilities and Decision Making Rights
Work with the commercial teams to ensure their commitment
and engagement in the plans, in order to deliver flawless execution.
Close working relationship with SBL marketing, supply and finance.
Top 3-5 Accountabilities
Coaching & Accompaniment of VSM’s – SE are responsible for coaching as part of Diageo’s toolkit.
Area Distributor Primary and Secondary Sales Performance Management
SE is responsible for Secondary sales management through stockiest and
retail. On primary he/she will be working with Distributor manager to
drive primary sales plan that was agreed with Distributor. Responsible
for management and execution in Top 10-15 outlets including stockiest.
He/she takes orders and passes them to VSM or distributor and ensures
delivery. Adhere to own journey plan of stockiest, top outlets.
From time to time SE will be representing Distribution
Manager to communicate with Distributor. On secondary sales, SE have two
fronts; communicating with Distributor on secondary sales initiatives,
training and driving of VSMs on sales Force effectiveness to achieve
targets. Secondary sales initiatives includes but not limited to
agreeing secondary sales initiatives with Customer Marketing and
managing those secondary sales initiatives. Some of the secondary sales
initiatives include 3-wheeler project, stockiest incentive etc.
New Distribution point Appointment – Identification
of potential areas for new distributors and stockiest. This is to
facilitate effective and efficient stock movement to achieve primary and
secondary sales target for his/her area. It also include understanding
and owning KYC process for recruitment of new business partners.
Account Development: He/she will be responsible for
joint activities that are done between Top outlets and SBL to increase
sale and market share. These may include;
- Outlet execution for certain sales drivers to pull consumer towards
certain brands/category i.e., Outlet visibility, price initiatives,
consumer offers/promotions etc. - Innovation drive to push for innovation brand
- Price compliance and availability
- POS and visibility; cooler execution
- Listing of new sku’s and new brands
- Drive sales and inform distributor of empties, OOS etc.
- Collect competitive intelligence
- Execute nationally coordinated activations in outlet
Distributor Health and Profitability – She/he is
responsible for growing his/her distributor by being a logistic provider
to a strategic partner with SBL. Measures shall be distributor
operation are improving in quality in terms of ordering, receiving and
distribution of stock, efficient in secondary distribution in terms of
trucks, routes and staff capability, and automation of distributor
operations. He will be working with Distributor Manager to make sure the
distributor remain profitable throughout. He will also make sure SBL
operates in an efficient way with distributor on making sure our
investments with distributor have a healthy return on investment. He/she
will be responsible on highlighting red flags whenever distributor
operations and performance are jeopardizing SBL objectives.
Qualifications and experience required
Qualifications
- Must have at least college graduate (Diploma and above) with
mathematical and analytical skills, preferably business administration. - PERSONAL ATTRIBUTES: Must be excellent in interpersonal
communication, self-initiator, must be able to work with low
supervision, must have an analytical mind and ambitious to reach high
targets, must be able to take business related initiatives to produce
positive business results. Must always be wearing clean and presentable
branded clothing, must be shaved and showered every day as he is
representing SBL in front of the distributors, retail customers and
consumers. - SKILL SET: Must have salesmanship skills, communication skills,
presentation skills, negotiation skills, basic calculation and mobile
device using skills, must be able to drive vehicles in an excellent
manner and be able to lift 18 kg crates with no problem.