Job Title: Territory Management Representative

About the role:

East African Breweries PLC (EABL) is East Africa’s 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 extensive operations in Kenya, Uganda and Tanzania with breweries, distilleries, support industries and a distribution network across the region. It also runs a growing export operations business within and outside of the wider Eastern Africa region. The group’s diversity is an important factor in delivering the highest quality brands to East African consumers and long-term value to East African investors. EABL operates within a multi-cultural, multinational, multi-currency environment, dealing with various regulatory, tax and compliance requirements EABL is a Public Listed Company (Plc) listed on the Securities/Stock Exchange in Kenya, Uganda and Tanzania.

Purpose of Role:

The Territory Management Representative is expected to drive the highest standards of executional excellence through the implementation of business plans, cycle activity, building customised plans for priority accounts against nominated growth drivers. The Territory Management Representative will cover the retail outlets on the basis of a pre-assigned route/plan and ensure that these plans are accomplished brilliantly at the point of sale and also to meet the brand, volume, merchandizing and promotion objectives for each outlet while maintaining controls & compliance.

Role Responsibilities:

1. Execution Excellence ·

• Identify the everyday minimum execution standards for the customers we work with and understand the 365 Essentials principles and how they translate into these execution standards.
• Navigate a sales call/appointment using the clearly defined and tried commercial selling skills to understand customers’ needs and match them to the business propositions.
• Selling and listing new and existing products/brands in outlets.
• Use tried selling techniques to deliver propositions that exceed customer expectations, satisfy needs and create ‘win, win, win’ opportunities to ensure distributor coverage and call frequency targets are achieved.
• Persuasive selling to deliver a customer proposition; using knowledge of customers to write winning persuasive customer propositions that are used to achieve/exceed objectives.
• Commercial Competence – have a good understanding of the commercials (spend, volume, margin, etc) to make good business decisions that drive profitable growth for Diageo and its customer. Also, to have a deep understanding of the various financial levers at our disposal and can use these to positively impact Diageo and our customer’s P&L.
• Use the processes, tools and plans provided to ensure brilliant execution by building customised plans for priority accounts against nominated growth drivers and ensure that the plans are driven brilliantly at the point of sale. To coordinate the overall execution agenda of the customers we work with.
• To balance the short-term needs with a mid-term perspective and a disciplined activity management approach.
• Ability to implement, supervise and improve adherence to the minimum execution standards by segment as defined by the market to drive growth. Owning the measurement of the minimum execution standards in the customers we work with and reporting back the results to the sales organisation on an ongoing basis.

2. Controls and Compliance

• Adhering to the compliance measures put in place, as articulated in the various global and local standards, policies and all applicable manuals including the Code of Business Conduct.
• Adherence to Internal process controls, GAR and External Audit reviews.
• Partnership with the Commercial Operations team, to ensure awareness and adherence to all applicable compliance matters, including changes to existing policies/guidelines as well as newly introduced policies/guidelines.

Experience / skills required:

• A business-related degree or equivalent
• 2 years’ experience in analytics and at least 2 years in a field sales role.
• Strong attention to detail.

Competencies:

Leadership:

• Win through Execution – lead ambitious executioa fast pacedoving world.
• Inspire through Purpose – amplify our purpose internally and externally.
• Shape the Future – create focus and ownership for crafting Diageo’s future ambition.
• Invest in Talent – harness the full extent of Diageo’s talent and diversity.

Functional Competencies:

• Planning and Developing Executional standards
• Core Selling Skills
• Customer Proposition
• Brilliant Execution
• Negotiation Skills
• Commercial Competence