Regional Sales Operations and Trade Development Manager- Lake

Area: Lake Region

Context/Scope: 

Serengeti Breweries Ltd (SBL) operates exclusively in Tanzania and is the 2nd largest beer company with a market share of close to 30%.  SBL is a subsidiary of East Africa Breweries Ltd (EABL) – which is partly owned by one of the world’s biggest alcoholic beverage companies, DIAGEO. The company is an integrated demand/supply business with 3 operational breweries in Dar Es Salaam, Mwanza, and Moshi. The company boasts famous locally brewed brands, such as Serengeti Premium Lager, Tusker Lager, Tusker Light, Kibo Gold, Pilsner Lager, Senator just to name a few. The spirits folder is filled with world-class brands from abroad – including Smirnoff, Johnnie Walker, Baileys, J&B and Gordon’s.

Purpose of Role:

To plan, follow-up and report all sales and field activities ,to plan and implement all sales campaigns, visibility, trade promotions, consumer promotions, POS branding, cooler programs ie. all BTL marketing activities  and RTC activities in the assigned region. Be an information link between HQ and Regional Sales force all the way from RCM to the VSM’s. Be responsible of all retailer databases and be a user leader and coordinator of all technical, IT equipment as well as Coolers, and permanent POSM in the field.
 

Top Accountabilities

• Starting from the ASM (area sales manager) and AD (area distributor) level, monitor current and emerging trends in the sales front end of the business,  make monthly/quarterly and annual sales forecasts. After RCM approval share it with the HQ Sales Operations Management and Supply Chain.
• Divide the Regional targets to AD’s / ASM’s and follow-up the actual performance in a daily basis.
• Plan, propose and after approved coordinate implementation of all Marketing activities to be executed in the assigned region,
• Coordinate the regional split of all sales campaigns, POS and asset allocations, promotional budgets and activities i.e Trade and Consumer marketing projects and follow up, coordinate and support RCM to ensure that the desired results are achieved.
• Measure the efficiencies and modify the VSM routes of all AD’s in the region, calculate the resource needs and report to the RCM.
• Keep a living database of all AD’s and Retail outlets in the region and create the main data base for Sales force automation systems.
• Support the data collection, maintenance and support implement of field force automation system.
• Make sure the visibility , POS branding targets are achieved and SBL has a great representation at POS,
• Build information on activities, responses and make sure the marketing budget is spend wisely and effectively.
• Support RCM in Regional administration, cost centre budgeting and follow-up.
• Promote a culture of continuous improvement in the dept.

   
Qualifications  

• Must be at least college graduate with mathematical and analytical skills, preferably business administration.

Personal Attributes:

• Excellent in interpersonal communication,
• Self-initiator
• Ability to work in remote areas under low supervision,
• Must have an analytical mind and ambitious to reach high targets,
• Ability 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)

Skills Set:

• Leadership skills
• Salesmanship skills
• Communication skills
• Presentation skills
• Negotiation skills
• Analytical and computer using skills
• Excellent driving record

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