Summary
Date Posted: Thursday, January 09 2025, Base Salary: Not Disclosed

JOB DETAILS:
With over 200 brands sold in nearly 180 countries, we’re the world’s leading premium drinks company. Bring your passion and use your curiosity as you explore, collaborate, and innovate to build brands consumers love. Together with passionate people from all over the world, you’ll test new ideas, learn and grow, and unlock a brighter, more exciting future.
Join us to create a career worth celebrating.
About the Function:
Our Sales team love building relationships, connecting with customers to sell our much-loved brands in new and vibrant markets where they can thrive. They help sell our iconic brands across 180 countries every year.
We’re operating across different markets, channels, and areas of expertise. Using your curiosity and passion, you’ll make the most of consumer insight and digital platforms, reaching new customers, markets, and celebrations to help us achieve our growth potential. We’ll support your learning and growth as you develop your career with us and work with people across our business to realize your fullest potential.
About the role:
UBL is a subsidiary of EABL who owns 98.2% of UBL and 100% of IDU. Diageo in turn own 50.03% of EABL.
UBL operates within a multi-cultural, multi-national environment. UBL is further categorized into Demand and Supply functions. The Supply business is involved in the production of beer and spirits. The Demand business is involved in marketing and pushing the product to consumers.
This role is located within the Demand Sales business. The TMDR role will be critical to the overall UBL short, medium and long-term strategy in executing and driving our trade strategy and operational excellence within retail outlets, Wholesalers and distributors. The jobholder is expected to have a high ability to build and develop trade relationships with outlet owners and staff / customers with high levels of respect/contact required.
The jobholder works closely with the distributor staff with guidance from Regional Sales Manager and the Divisional Sales Manager. This position is field based, and the job holder is expected to manage a minimum of 400 outlets, ensuring full execution of Sales drivers i.e Quality, Distribution, Visibility, Pricing, Promotion and Persuasion in each of those outlets.
Financial Responsibility:
Territory operations budget.
Equipment: Company Vehicle, IT gadgets, All Assets deployed in Territory.
Promotion implementation expenditure within budget.
Market Complexity:
UBL is a dominant player in the Total Beverage Alcohol business. UBL operates in a very competitive environment that has seen the entrant of new players in the total alcohol category. This necessitates the need for pro-active business approach. The national distribution structure within the Ugandan alcohol market is key to UBL’s delivery of both volume growth and market share.
Market situation is changing rapidly due to the economic situation, declining disposable incomes and opening up of the economic trading blocks allowing in flow of products from other markets. Consumers are becoming more sophisticated. This requires proactive selling to maximise company market share. Trade is evolving and being more sophisticated especially at retail level.

Role Responsibilities:
The job holder is required to work with the distributor and their staff to ensure that both retail and Wholesale customers are served in time and full (OTIF).They are also expected to work with any third party selected by UBL to ensure optimum brand visibility and activation in their territory, report key field information to RSM and agree follow up plans, administer workload as directed and operate efficiently in management of time and budgets.
Purpose of Role:
To positively influence sales of UBL brands by regular contact, networking, and motivation in allocated retail & wholesale accounts.
In charge of TOTAL MARKET in your territory and number one priority is to ensure availability and visibility of our brands in your territory in all outlets.

Top Accountabilities:
Data Governance & Accuracy
• Always ensure that correct/accurate data is captured e.g. depletion, outlet information, distributor stockholding.
• 100% Utilization of UBL information system (DMS) by distributor & their staff in real time for all activities like selling in outlets, receipt of UBL brands at distributor warehouse, activation in outlets, truck loading, stocking out at the end of day, sending back returnable like glass to UBL etc.
Contact & Coverage
• Ensure an omni-channel contact & coverage (Physical, Tele & Digital) as par set targets and that the distributor and their teams embrace and execute them properly.
• Ensure that the distributor has the right number of distribution tools and in the right condition to deliver the UBL business ambitions.
• Ensure Distributor daily Route Coverage as per schedule & VSM Management – Robust morning clinics, right loading, right route plans, 100% Journey Planning, 100% JPA and route frequencies to cover all outlets in the territory with the correct frequency by the VSMs & self.
• Distributor universe growth, 100% coverage, 100% effective coverage, a minimum of 80% CD strike rate, growth in CD distribution points and achievement of call frequency targets.
Distributor & Trade Management
• To understand each element of the outlets and UBL business plans and strategy for their implementation.
• Work with distributor on an annual Distributor Business Plan
• Carry out regular distributor meetings (Morning clinics, weekly performance reviews, Monthly Business Performance reviews)
• Asset ( e.g coolers, Bulk format units) management and tracking in the territory – deployment / redeployment, up-to-date contracts, maintenance and withdrawal in case of misuse.
• Maintain up-to-date Territory Files.
• Do nocturnal visits (at least 3 nocturnal visits in a week).
• Achieve UBL set targets by Distributor, route/ outlet.
People & Capability Development.
• To support the development of selling skills within external merchandiser or VSM sales crews and retailer staff to achieve QDVPP standards without having to do it yourself.
• Deliver the VSM Academy by executing and training all VSMs at the distributor.
• Participate in Brand Immersions for VSMs and other major stake holders in territory.
• Ad Hoc VSM route audits to ensure that all outlets and routes are being covered as per VSM journey plans.
• VSM Accompaniments
Trade Marketing, Promotions & Activities
• Execute promotional activities for both retail & stockists in territory as per set guidelines.
• Brief VSMs and outlets OTIF on UBL activities.
• Ensure that all assets like coolers and any other UBL collateral and other forms of POS are well placed and accurately captured in the system (DMS) and by outlet.
Other Duties
• Ensure compliance with safety requirements at the work environment.
• Abide by all policies that are put in place by the business.
• Any other duties as may be assigned to you from management from time to time.

Qualifications
• A business-related Diploma / degree or equivalent

Experience
• At least 2 years’ experience in a similar role particularly with Consumer-packaged goods
• Direct experience working with customers at outlet level
• Experience and tact dealing with difficult customers
• Structured sales call management
• Building and developing relationships with customers
• Excellent records management

Skills
• Commercial understanding / business management
• Strong numerical skills
• Excellent computer skills
• Communication Skills
• Flexibility and ability to work long hours and on weekends
• Ability to persuade and motivate
• Self-management and discipline
• Drive for results
• Valid driver’s license coupled with Ability to drive a manual car

Flexible Working Statement:
Flexibility is key to our success. From part-time and compressed hours to different locations, our people work flexibly in ways to suit them. Talk to us about what flexibility means to you so that you’re supported from day one.

Diversity statement:
Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, where everyone feels valued and that they can belong, is a crucial part of this.
We embrace diversity in the broadest possible sense. This means that you’ll be welcomed and celebrated for who you are just by being you. You’ll be part of and help build and champion an inclusive culture that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mindsets, and more.
Our ambition is to create the best performing, most trusted and respected consumer products companies in the world. Join us and help transform our business as we take our brands to the next level and build new ones as part of shaping the next generation of celebrations for consumers around the world.

Work Hours: 8

Experience in Months: 24

Level of Education: Associate Degree

Job application procedure

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