Job Description

Purpose of the job

The job is designed to distribute and sell the products of Heineken Breweries Share Company - Ethiopia within the assigned District. The Business Unit Manager plays a pivotal role within the Heineken sales organization and will be critical in developing and driving a winning trade strategy and operational excellence and achieving market leadership of route to market.

The Business Unit Manager will lead a team of area sales managers within a nominated district within Ethiopia and is responsible for managing distribution/sales of the Heineken brand and volume growth within this area. The role is 75% field based in the field and 25% in the office.

Key Accountabilities

• Coordinate sales of the company’s products to the distributor from company and company operated depots

• Manage the sales force in the assigned region to identify, register and sell the company’s products to new within distributor region

• Lead the sales team to execute the company’s Distributor strategy

• Liaise with distributors in the assigned region to manage distributor stock inventory movements to avoid incidences of out- of-stock

• Identify new opportunities for sales growth in the assigned region and make recommendations for exploiting these growth opportunities to the Field Sales Manager

• Review and approve territory plans developed by the sales force under his command

• Ensure profitable and effective execution of all sales plans within the different clusters in his region

• Liaise with Marketing department, Trade Marketing section and other internal and external partners to manage implementation of sponsorships and events within the assigned region

• Prepare and Monitor recommended incentives for all sales team with in district

• Conduct periodic visits to all Non-alcoholic Distributors in the district

• Organize the sales force in the district to update trade census data as directed by Sales management

• Submit timely and accurate routine and market information reports to the HQ Sales office

• Manage weekly (or as decided by Sales Manager) meetings with Sales Representatives

• Effectively coordinate the maintenance and effective utilization of all trade infrastructures in his territory with particular emphasis on fridges, draft machines, neon signs, tables and chairs

• Promptly execute all ad-hoc projects that the Sales Manager may request. Offer professional financial management advice to the distributors in his region to avoid disruptions   of cash flows

• Cooperate and counsel the distributors in the region to assure profitability and decent returns on investment of the distributor businesses

• In-depth understanding of all the  Heineken  Way of Selling Capabilities and tools, in order to embed the capabilities and required Heineken  standards within the distributor team

• Ability to coach direct reports and others in Distributor Management

• Perform other activities as assigned by supervisor

Internal

• Packaging team leaders

• Packaging Manager

• Automation and corrective maintenance team leader

• Preventive maintenance team leaders

• Shift technicians

• Brewing Team Leader

• Forklift operators

• Warehouse coordinators

• Packaging Technologist

• Lab analysts

Department: Sales

Function: Sales

Reporting to position: Field Sales Manager

Job Requirements

Education

• A minimum of a University degree

• Computer literacy

Experience

• A minimum of 5 years working experience in sales and marketing of FMCG products 

Behavioral competencies

• Put Safety First

• Act as an Entrepreneur

• Collaborate Through Trust

• Keep it Simple

• Learn, to improve

Functional competency

• Customer Insight

• Category, Portfolio and Brand Understanding

• Channel, Shopper and On-Trade Consumer Understanding

• Route to Market Strategy

• Route to Market Profitability

• Customer Management

• Key Customer Planning

• Sales Organization and Performance Management

• Distributor Management

• Commercial Asset Management

• Selling and Negotiation

• Excellence in Execution

Languages

• Amharic, English and other local language (Preferred)

How to Apply

Interested and qualified applicants can send their CV to: hk@ethiojobs.net