Head of Sales, East african Breweries Ltd

Head of Sales, East african Breweries Ltd
Diageo Nairobi - Kenya
Job description
****Application deadline: 26 th September, 2014****This role reports the Managing Director, EABLContext/Scope:EABL, a member of the Diageo group, is the No.1 FMCG Company in East Africa, with +70% shares of the beer market and approximately 50% of the Spirits market in the region.Through its International division known as EABLi, the company has established presence in markets outside the traditional East African markets such as South Sudan, Rwanda, Burundi and East DRC. EABLi is also responsible for exports of EABL products as well as sales into many of the duty free shops across Africa.
EABLi has been growing very rapidly due to economic success of the markets it operates in with 70% contribution coming from South Sudan.
Scope Responsible for end to end Sales functions for EABLi which includes:

• Route to consumer/Distribution strategy formulation & execution
  
• Distributor recruitment and management policies
  
• Business Management through efficient and effective management of sales value through trade and route management
  
• Balancing the mix between volume and value
  
• Sales force capability building
  
• Overheads management.
  

Role is also responsible for ensuring that the country sales targets are met.
Purpose of the Role:To define and gain management agreement EABLI’s sales strategy that achieves effective implementation of the EABLI marketing plan. To motivate and train the EABLI sales operation to achieve agreed sales, distribution, market share and performance objectives through the effective management of the RTC/Distribution strategy.
Market Complexity: Market situation is changing rapidly due to the economic and political situations, declining disposable incomes and opening up of the economic trading blocs allowing in flow of products from other markets. Consumers are becoming more sophisticated although there exists a big informal sector. This requires the ability to segment the market based on different dynamics in order to service the customers effectively.
While not being directly in control of the ground teams, the Job holder works closely with the country teams to ensure that strategy is well executed on the ground to deliver the expected result
Top Accountabilities:

• Lead the planning and execution of the EABLI sales strategy.
  
• Achieve profit, volume and other KPI objectives by defining clear objectives, tactics and plans to manage the execution of our sales strategy 
  

Build the capability of the EABLI sales force through both formal and informal interaction
Qualification & Experience:

• A Bachelor’s degree in a business related field
  
• Professional qualification in Marketing (CIM) or MBA is an added advantage
  

At least 10 years’ experience with management experience of 3-5 years in Sales in a FMCG company

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