East African Breweries
East African Breweries
Job Title: Sales Representative
Reports To: Regional Sales Manager
East African Breweries PLC (EABL) is East Africas leading branded alcohol beverage business with an outstanding collection of brands that range from beer, spirits, and adult non-alcoholic drinks (ANADs) reaffirming our standing as a total adult beverage (TAB) company. EABL has an extensive network of breweries, distillers, and distribution network that spans across the six markets within which we operate in Eastern Africa, especially concentrated in the three core markets of Kenya, Uganda, and Tanzania. Our success is thanks to the strength of our people, in every role. Its why we trust them with our legacy. And its why we reward them with the career-defining opportunities that they deserve.
The jobholder works closely with the Regional Sales Manager and Head of Sales. This position is field based, and the job holder is expected to manage 300 outlets achieving Quality, Distribution, Visibility, Pricing and Promotion.
EABL (U) demand has 54% volume share of beer market. EABL (U) demand is the No.1 FMCG Company in Uganda and markets IDU brands. EABL operates in a very competitive environment that has seen the entrant of new players in the total alcohol category. This necessitates the need for pro-active business approach. The national distribution structure within the Ugandan alcohol market is key to EABLs delivery of both volume growth and market share.
Market situation is changing rapidly due to the economic situation, declining disposable incomes and opening up of the economic trading blocs allowing in flow of products from other markets. Consumers are becoming more sophisticated. This requires proactive selling to maximize company market share. Trade is evolving and being more sophisticated especially at retail level.
The job holder is required to ensure optimum brand visibility and maximized sales through close liaison with Regional Sales Manager, minimize the effects of all competitor brands within ethical guideline, report key field information to ABP and agree follow up plans, administer workload as directed and operate efficiently in management of time and budgets.
Purpose of Role:
Achieves maximum sales profitability, growth, and account penetration within an assigned territory by effectively selling the companys products. Personally, contacts and secures new business accounts/customers.
Deliver Volume & NSV targets by being in charge of Total Territory Market and ensuring availability and Visibility of our brands as per segment
Carry out correct outlet segmentation and territory data capture
Deliver Execution Standards by driving price adherence per segmentation, Visibility through POS Management & Cold serve
Coolers Management & tracking in territory (Deployment, Redeployment, Update contracts, Maintenance & withdrawal in case of Misuse
Management & accountability of all promotions and support materials in the territory
Maintain up-to-date territory File as well as develop a strategy and approach to be maintained in the territory file
Daily Management of CD route coverage through VSMs-Right Route plans & journey planning to cover all outlets in the territory with the correct frequency by the VSMs and self
Carry out daily VAN loading reviews to ensure VSMs have loaded the correct mix of brands per route to be covered
Maintain 100% utilization of DMS by CD in all selling and marketing activities within the territory
Carryout adhoc VSM route audits to ensure that all outlets & routes are being covered as per Journey Plan
Taking lead & supporting Innovations listings as when they are launched
Ensure compliance with safety requirements at the work environment
Qualifications, Experience & Skills required:
A business-related Diploma / degree or equivalent
At least 2 years experience in a similar role particularly with Consumer-packaged goods
Direct experience working with customers at outlet level
Experience and tact dealing with difficult customers
Structured sales call management
Building and developing relationships with customers
Excellent records management
Commercial understanding / business management
Strong numerical skills
Excellent computer skills
Flexibility and ability to work long hours and on weekends
Ability to persuade and motivate
Self-management and discipline
Drive for results
Valid drivers license coupled with Ability to drive a manual car
Interested and Qualified? Click Apply Now
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