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
Department: Sales
Function: Sales
Reporting to position: Field Sales Manager
Job Requirements
Education
Experience
Behavioral competencies
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
How to Apply
Interested and qualified applicants can send their CV to: hk@ethiojobs.net
