Area Sales Manager 44 views

Dashen Breweries is a major player in the rapidly developing Ethiopian Brewery market. Our Vision is to be Ethiopia’s Number One Brewing Company and our Purpose is to “Delight Consumers, Enrich Communities and Enhance Ethiopian’s Progress”.

Our flagship Brands, Dashen ,Bale’ageru and Jano are renowned for their great taste and quality. In addition to our Brewery in Gondar, we have a new leading edge Brewery at Debre Birhan, the first of its kind in Africa. Given the continued growth and future expansion of Dashen Breweries, the following opportunity exist.

Job Summary: –

To establish a customer-focused service environment and manage sales team and activities to ensure that growth and market share goals are achieved as well as marketing campaigns are executed effectively.

Key Responsibilities

A.    Responsible for sales and marketing objectives by planning, developing, implementing, and evaluating advertising, merchandising, and trade promotion programs.

• Determines annual sales volume and market share plans by implementing sales strategies, analyzing trends and results.
• Maintains sales volume, product mix, and selling price by keeping current with changing trends and competitors in the region
• Implements Regional sales and promotional programs by developing field sales action plans in conjunction with the responsible field sales representative.
• Achieve and exceed volume, market share, and pricing goals set for the area
• Support the Route to Market Strategy in all team activities
• Establish and manage a budget (Realistic costs of operating the sales force and sales promotion plans per specific areas, free beer allocated to sales representatives to assist promotional activities, discounts offered to customers, Investment per areas planned.
• Ensure planning and execution of promotional activities are in line with the set budget.
•  Increase business opportunities through various segments.

B.    Manage sales team under your supervision

• Assign and manage individual sales targets to field sales representatives
• Monitor individual performance and motivate the team to achieve and exceed targets.

• Coaching sales reps and helping them to prepare an individual development plan
• Observe the performance of sales representatives in trade on a regular basis.
• Ensure sales representatives are equipped with sufficient process and technical knowledge to present information on Dashen’s products in an accurate manner.
• Completes sales operational requirements by scheduling and assigning team members
• Develop field sales rep action plans
• coach sales representatives in understanding and identifying opportunities for effective use in trade.
• Ensuring that self and team uphold the Dashen Brewery Corporate reputation at all times.
• Ensure relationships with Key Distributors are maintained and management of their outputs: (Ensure all processes and monitoring are in place to ensure their effectiveness and profitability, anticipate new opportunities and explore specific KD needs, training for KD owner and his team, assist outlet in reducing inefficiencies).
  

C.    Management and implementation of assets in a trade

• Accurate records of investment placement in trade.
• Fridges invested in outlets – process followed by sales representatives.
• Draught equipment – process followed by sales representatives.
• Manage company’s asset in trade used by Field sales reps (vehicles, capturing devices, and draught and fridge equipment)
• Assess the potential of new and existing outlet locations, considering potential volume and expenditure.
• Proactively assess, clarify and validate customer requirements and satisfaction by engaging key customer accounts in conjunction with the Sales team.
• Resolve customer complaints regarding sales and service.
•  Establish, maintain and expand customer base – plan in place to actively achieve this.
•  Gather and analyze information obtained from customers via the sales team.

D.    Monthly Submission of report

•   Collect, analyze and summarize sales information
•   Report on trends in the market
•   Report on competitor trade activity
•   Budgeted spend compared to actual spend

• BA Degree graduate in sales, Marketing, and Business Management.
•  Six years of sales experience in FMCG ideally beverage industry, out of which 2 years of experience in a supervisory or senior position.

Key competency & Behavioral Skill

•  Territory management
•  New business and customer Development;
•  Analysis of area and trends
•  Marketing concepts
•  Sales and activity planning
•  Competitive analysis
•  Financial Planning
•  People Management
•  Motivated and has the ability to motivate others
•  Coaching and mentoring