Summary
Date Posted: Friday, May 14, 2021 , Base Salary: Not Disclosed

JOB DETAILS:
About us
From Arthur Guinness to Johnnie Walker, our business was founded on people of great character, and in 250 years, nothing’s changed. We’re the world’s leading premium alcohol company. Our brands are industry icons. And our success is thanks to the strength of our people, in every role. It’s why we trust them with our legacy. And it’s why we reward them with the career-defining opportunities that they deserve. Our ambition is to create the best performing, most trusted and respected Consumer Products Company in the world. To achieve these, we need the world’s very best people. Feel inspired? Then this may be the opportunity for you.
Sales
At Diageo, we do Sales differently. We are the leading beverage alcohol company in every region of the world, boasting internationally-recognised brands such as Baileys, Guinness, Smirnoff, and Johnnie Walker. This is your opportunity to create new ways to share and celebrate our truly iconic products across the globe!
We offer a perfect blend of local and global roles, covering everything from digital to customer service, our immersive store experiences to international operations. Wherever you are, you’ll need to be able to forge lasting relationships, bring commitment and energy to improve our performance, and a genuine entrepreneurial spirit in tune with our company’s proud legacy.
At Diageo, character is everything; so, if you share our sense of adventure, you’ll have the chance to learn a huge range of skills & disciplines and build an exceptional career with us.
Context/Scope
EABL operates within a multicultural, multinational, multicurrency environment. EABL comprises business units: UBL, EAML nd KBL. UBL is further categorised 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.
The Regional Sales Manager is the high level contact between UBL and its Distributors and will be in charge of 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.
Dimensions
Financial
As per AOP
Market Complexity
UBL is a dominant player in the Total Beverage Alcohol business with 40-45% volume share of the beer market and ~58% value share of the spirits market. UBL operates in a very competitive environment that has seen new entrants such as Heineken and Pernod enter the alcohol industry. The nature of competitors is complex with both illegal and established players operating within a market that has regulatory challenges. The market situation is changing rapidly due to the economic situation, declining disposable income and opening up of the economic trading blocs allowing in flow of products from other markets.
The trade is evolving and becoming more sophisticated especially at retail level. Retailers are becoming more demanding as they become more profit driven and as competitors fight for share. Consumers are becoming more sophisticated which requires more innovative ways of convincing LAD to choose our brands. All channels are important in distribution and availing our products to consumers. Trade partnerships are crucial in ensuring that service to consumers exceeds their expectations.

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.
• Reports to: Divisional Sales Manager
• Purpose of Role
• Provide direction and leadership to the regional sales staff while implementing the company’s sales plans and strategies to maximise growth potential and achievement of the business KPI’s.
• Ensure high standards of brilliant execution are met in all outlets in order 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

Top Accountabilities
• 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 and Skills Required
• Qualifications
• A Bachelor 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

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Job application procedure
Apply here https://diageo.wd3.myworkdayjobs.com/en-US/Diageo_Careers/job/Kampala-Uganda/Regional-Sales-Manager---Far-East_JR1046945?source%3F=LinkedIn_ID&source=Linkedin 

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