Area Sales Manager - Bukoba at Serengeti Breweries Limited

ROLE PROFILE

Job Title: Area Sales Manager

Level: 5

Reports To: Regional Commercial Manager

Context/Scope:
Serengeti Breweries Limited is a fully integrated beverage business in Diageo Africa (supply and demand for beer, spirits and soft drinks). It is a subsidiary of East Africa Breweries Limited, the largest business unit in Diageo Africa and the largest listed Company on the NSE in Kenya.

SBL was incorporated in 1988 but commenced commercial operations in 1996 with one brewery in Dar es Salaam. The company was acquired by EABL in 2010 and has three breweries located in Dar es Salaam, Mwanza and Moshi. SBL key beer brands include Serengeti, Tusker and Senator, as well as distribution of global Diageo spirit brands.

Market Complexity:
 SBL operates in a competitive environment and in a vast geography. The main player in the beer industry is Tanzania Breweries Ltd. (TBL), a subsidiary of SABMiller, who until recently were a third party manufacturer of EABL brands Tusker, Pilsner and Guinness. As a result of the cessation of the agreement between TBL and EABL, there is heightened competitive activity in that market.

Inflation rates remain high in Tanzania (7.5% expected in F11) and average income per capita is less than 1 USD per day. The GDP growth is estimated at 6.4% and is expected to grow to 7.1% as investment, trade and tourism pick up. There is growing consumer affluence and consumerism, giving rise to greater opportunities in our product categories.
Leadership Responsibilities:

Purpose of Role:

Manage the assigned geographical area which may include towns/villages and several distributor territories in terms of achieving the primary and secondary sales targets and distribution KPI’s. Lead and motivate Area Distributors, VSM’s and their other staff in his assigned territory to achieve the planned volume, share and revenue targets.

TOP 3-5 Accountabilities:

• To lead, motivate, coach and effectively manage the Sales Forces and Trade Marketing activities in the assigned geographical area,
• Represent SBL in the area and build great business relations with the top customers
• Attainment of his/her target  volume and revenue objectives,
• Achieve the availability & visibility objectives and standards in his/her area,
• Ensure proper implementation of BTL activities, Consumer promotions and Trade promotions,
• Solve the field related daily problems,
• Communicate the company goals and activities to the whole sales force in his region,
• Communicate sales and field related problems to the HQ,
• Follow up sales and distribution KPI’s closely and take immediate corrective actions,
• Actively participate in hiring and performance evaluation of the AD’s field force including distributors sales reps.
• Coach and develop Diageo way of Selling skills in the whole reporting sales team,
• Effectively maintain VSM routes, follow-up performance,
• Perform daily reporting and make sure SBL code of conduct, policy and procedures are applied seamlessly all across his area.

Qualifications and Experience Required: 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
• Ability to lift 18 kg crates with no problem
• 
  

Area Sales Manager - Bukoba