Awash Wine SC. Established in 1936 Awash is proud to be Ethiopia’s oldest winemaker. With over 80 years serving the local and international market, we are one of the country’s most beloved brands. The company was acquired in September 2013 through a local and international partnership. Our international staff, with a combined 82 years of experience in the beverage industry, collaborates with 652 local employees at our two production facilities in Addis Ababa and our vineyard in Merti Jeju, Upper Awash. This local-foreign partnership means we combine international know-how with a deep knowledge of Ethiopia’s dynamic and exciting market.

PURPOSE OF THE JOB

•  To exceeded National Sales Targets for the month, quarter and fiscal year.
• To deliver Company Sales Fundamentals, Outlet Execution Standards, Accounts Receivables Objectives, Agent Performance and Behavioral Expectations.
• To agree with Agents an annual joint business plan to help secure the above.
• To ensure the Direct Sales organization is operating effectively and efficiently.

MAIN RESPONSIBILITIES

 Leadership of Awash’s National Sales Team to Deliver Performance

• Build a sales team that wins clearly and consistently across all target channels and customers with the full Awash brand portfolio.
• Drive performance of that sales team short, medium and long term.
• Effectively resolve non performance issues.
• Recommend and enact improvements to our in market plans.
• Strengthen Awash’s effectiveness and relationships with customers.
• Take full ownership and accountability for delivering sales performance through self and others.
• Ensure all agents have effective and meaningful Joint Business Plans. Deliver on the action steps contained within.
• Build effective winning strategies for success for the future.

 Expert Selling

• Identify required sales capabilities across Awash and Agent Network.
• Set capabilities and standards at best in class levels (vs. market and region). No compromise on quality.
• Personally and through others deliver the development and training plans to uplift capabilities to the required standard.
• Role model effective salespersonship.
• Partner multi functionally to deliver an effective in market winning customer service.

Route To Market Leadership

• Identify required agent performance and behavioral standards.
• Evaluate effectiveness vs. these standards.
• Develop and Execute action plans to upgrade.
• Drive Agent Performance and Behaviors to deliver vs. these expectations.
• Improve the efficiency and effectiveness of the Addis Direct Sales Operation.

Data Management

• All market intelligence and business system information is reported in full, accurately, on time across all regions.
• Full compliance with deployed sales tools (e.g Tangio) across regions with clearly quantifiable performance benefits delivered from use.

Management Focus

• Deliver sales performance by:
• Leading sales managers to deliver or exceed targets in their regions.
• Managing the day-to-day activities of each Region
• Ensuring that performance is met according to specified sales objectives and criteria
• Taking responsibility for overall Agent and Direct Sales Performance. Anticipating gaps. Fixing before negative business impact.

Administrative Focus

• Monthly KPI Review. Measurement, Evaluation, Root Cause identification, Actions To Fix, Execution.
• Consolidated competitor activity report
• Conduct periodic performance reviews with Agents & Direct Sales Team.
• Ensure all regional sales administrative tasks are completed on time in full. (e.g. Expenses).
• Deliver to target team management priorities (leave, attendance, disciplinary matters).
• Ensure department meetings happen, minutes recorded and acted upon.

EDUCATIONAL BACKGROUND, EXPERIENCE

 1.  Education

•  A Bachelor’s Degree in Business Administration or related field, plus a professional qualification in Sales or Marketing.

 Language skills:

•  English, Amharic

  2. Experience

•  High level of planning and organizing competencies
• High level of commercial and business understanding
• Effective Team Leadership (Multiple Layers i.e. able to achieve results from others working through their managers).
• Strong Coaching and People Development Skills.