East African Breweries PLC (EABL) is East Africa’s leading branded alcohol beverage business with an outstanding collection of brands that range from beer, spirits, and adult non-alcoholic drinks (ANADs) reaffirming our standing as a total adult beverage (TAB) company. EABL has an extensive network of breweries, distillers, and distribution network that spans across the six markets within which we operate in Eastern Africa, especially concentrated in the three core markets of Kenya, Uganda, and Tanzania. 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 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:

The jobholder works closely with the Regional Sales Manager and Head of Sales. This position is field based, and the job holder is expected to manage 300 outlets achieving Quality, Distribution, Visibility, Pricing and Promotion.

Market Complexity:

EABL (U) demand has 54% volume share of beer market.  EABL (U) demand is the No.1 FMCG Company in Uganda and markets IDU brands. EABL 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 EABL’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 blocs allowing in flow of products from other markets. Consumers are becoming more sophisticated.  This requires proactive selling to maximize company market share. Trade is evolving and being more sophisticated especially at retail level.

Leadership Responsibilities:

The job holder is required to ensure optimum brand visibility and maximized sales through close liaison with Regional Sales Manager, minimize the effects of all competitor brands within ethical guideline, report key field information to ABP and agree follow up plans, administer workload as directed and operate efficiently in management of time and budgets.

Purpose of Role:

Achieves maximum sales profitability, growth, and account penetration within an assigned territory by effectively selling the company’s products. Personally, contacts and secures new business accounts/customers.

Role Responsibilities:                  

• Deliver Volume & NSV targets by being in charge of Total Territory Market and ensuring availability and Visibility of our brands as per segment
• Carry out correct outlet segmentation and territory data capture
• Deliver Execution Standards by driving price adherence per segmentation, Visibility through POS Management & Cold serve
• Coolers Management & tracking in territory (Deployment, Redeployment, Update contracts, Maintenance & withdrawal in case of Misuse
• Management & accountability of all promotions and support materials in the territory
• Maintain up-to-date territory File as well as develop a strategy and approach to be maintained in the territory file
• Daily Management of CD route coverage through VSMs-Right Route plans & journey planning to cover all outlets in the territory with the correct frequency by the VSMs and self
• Carry out daily VAN loading reviews to ensure VSMs have loaded the correct mix of brands per route to be covered
•  Maintain 100% utilization of DMS by CD in all selling and marketing activities within the territory
• Carryout adhoc VSM route audits to ensure that all outlets & routes are being covered as per Journey Plan
• Taking lead & supporting Innovations listings as when they are launched
• Ensure compliance with safety requirements at the work environment

Qualification, Experience and Skills required:

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 care