Sales Capability and Development Manager

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.

This role is located within the Sales organization. Considering the great need to have a dynamic and proactive Sales Force, it is crucial for the position to be constantly updated on the current training break- throughs and sales technologies in order to give the Team knowledge and tools to be a great Sales Force.

The job holder reports to Sales Director and works jointly with regional development and local Field Team to;a) Develop and deliver training objectives e.g. DWS- (QVPPP), MR, SD, TS, Insights, OCS etc. and, b) Sales development objectives and RTC KPI’s through implementation of Field force automation software, retailer universe data up keeping and effective and efficient retail delivery operation through distributors.

Purpose of Role:

This position is based in Dar Es Salaam with National responsibilities. 60% of the time is spent in the Office preparing / co-ordinating Sales Training Module/ programmes and 40% of the time is spent in the field across all regions

Top Accountabilities:

• To champion and run the Diageo Way of Selling (DWS) programs both in classroom and on-field, from RCM to VSM levels to create and train the sales team to become one of the best sales teams of Diageo in Africa.

• Retailer universe data up keeping, AD zoning. 

• Distribution needs and efficiency calculations, ie.routes, call frequencies, number of VSM, number of trucks. 

• National Retail trade segmentation, creating solid base for Trade Marketing calculations.

• Sales Automation systems data build and implementation, collect data, report, follow-up and correct distribution KPI’s.

• Design modules for “Journey to Excellence” with all appointed distributors to improve the skills level of their workforce and to inculcate ‘the Sales Operating Standards’.

• Build, develop and maintain effective Bar Tending training Modules constantly updating material from Diageo /UDV.

• Publish a quarterly training Calendar at least one month before the start of each quarter and Publish a quarterly journal to detail search and spin successes and challenges for the team

  
Qualifications and Experience Required: 

 Qualifications

• A degree in a relevant field
 • Presentation skills

Experience

• 5 years Sales or relevant Industry related experience in FMCG, ideally beverage related with experience in dealing with Customers at all levels.

APPLICATION DEADLINE IS 3 MARCH 2014

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