Summary
Date Posted: Friday, December 16, 2022 , Base Salary: Not Disclosed

JOB DETAILS:
About the company
EABL operates within a multicultural, multinational, multicurrency environment. EABL comprises four business units: UBL, EAML, CGI and UBL. UBL is further categorized into Demand and Supply. The Supply business is involved in 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 RSM role will be critical to the overall UBL short-, medium- and long-term strategy in developing and driving our trade strategy and operational excellence within distributors and our RTM.

About the role
The Regional Sales Manager is the high-level contact between UBL and its Distributors and will oversee both the “Push” and “Pull” elements in driving volumes / brand growth.
This is a field-based position requiring close liaison with the DSM, CM and Distributor middle and senior management with key influence on effective implementation of Distributor business plans. It also involves working with Distributors to develop their institutional capacity for sustainable mutual business growth.

Leadership Responsibilities:
The role has direct accountability for a multi-channel region including route to market, off trade and on-trade. Has significant leadership and people management responsibility as the RSM is responsible for leading a team of 6 – 8 sales reps.

The RSM must ensure execution excellence at store level across all channels, ensuring priority brand activity per segment is delivered excellently all the while building the capability of the team, to deliver the plan. Working with other senior functional leaders (marketing, finance, supply chain, OTC, distribution) is critical to the success of the role. The RSM should also constantly monitor and evaluate the distributors and their team’s performance taking corrective action where necessary. The RSM should develop and propose clear actions and plans for improvements and growth in their respective regions.

RSM must act as a strategic business partner to the Distributor, develop and maintaining relations to grow their businesses while delivering the UBL KPI’s and create conditions for people to succeed.
Purpose of Role:

Provide direction and leadership to the regional sales staff while implementing the company’s sales plans and strategies to maximize growth potential and achievement of the business KPI’s.
Ensure high standards of brilliant execution are met in all outlets to grow the business.
Effectively manage distributors, their performance and KPI’s to ensure they are set up to support delivery of their sales targets
Identify new RTM opportunities, develop implementation plans to drive market penetration and share

Role Responsibilities:
• Develop sales plans and budgets to achieve and exceed the annual sales objectives for the region. Monitor and control the sales budget to ensure optimum utilization of resources in the region
• Ensure optimal route to market to deliver improved distribution and market share gains
• Transform distributor management capability through developing and implementing relevant Distributor management programs (BPMs)
• Develop and maintain an efficient distribution network to ensure the comprehensive availability of company products and services across the region to achieve or exceed sales targets.
• Generate sales of company products in the region through a team of salesmen in order to achieve or exceed the quarterly and annual sales targets
• Conduct regular market visits to check route coverage, competitor activity, and continuously search for new opportunities in order to increase sales in the region
• Maintain P&L responsibility for the region and manage costs to ensure a profitable business
• Provide distributors and customers in the region with information about new or improved products and offerings in order to drive sales
• Drive the highest standards of execution throughout the region
• Establish and ensure that all sales administration procedures relation to the region are properly implemented to support the sales teams in their efforts to accomplish the sales targets. Implement process and systems to drive customer profitability and achievement of long-term business sustainability for the CD’s
• Constantly monitor and evaluate distributors and their performance
• Have a thorough understanding of distributor requirements and operational standards and enforce their implementation across the region
• Develop strong relationships with key customers across channels
• Maintain and develop the outlet universe to correct classification, making resource changes to best service the regions needs
• Develop and coach the sales team and ensure that they are well motivated and engaged to stay and contribute effectively to the organization.
• Ensure compliance with safety requirements at the work environment.

Qualifications, Experience & Skills Required:
Qualifications
• A bachelor’s degree in a business-related field

Experience
• At least 5 years’ sales experience in a fast-paced FMCG environment, with at least 2 years in management role
• Strong track record in People Management & / or commercial roles within a consumer goods environment
• Influencing and relationship management skills
• Success in highly demanding sales organization
• Leadership of a medium size team
• Strong track record of sales delivery

Skills:
• Inspirational leadership
• High levels of financial and P&L literacy as well as strong planning and project management skills
• People management, Performance management & Coaching,
• Influencing
• Selling skills
• Problem solving
• Training & development

Work Hours: 8

Experience in Months: 60

Level of Education: Bachelor Degree

Job application procedure
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