Full Time Tanzania Sales
Job Overview
Regional Sales Manager
Diageo Mwanza
Scope of the role
- Primary accountability is to deliver business year NSV and Volume outlined by Line Manager
Purpose of Rol
- Drive Regional Business Strategy – RSM is responsible for driving Regional Business & Commercial Strategy. He/she will be assist Sales Director in making sure that sales strategy for that region is achieved, in driving both primary and secondary sales, as well as achieving Key Performance Indicators like Effectiveness NRM, NSV Spirits Growth etc for that region. He/she will own the RTM agenda implementation for the region.
Leadership Responsibilities and Decision Making Rights
- With the commercial teams to ensure their commitment and engagement in the plans, in order to deliver flawless execution. Lead a team of Territory Managers, sales executives, & Senior Sales executives Close working relationship with SBL marketing, supply and finance. Part of local leadership team in the sites
Top 3-5 Accountabilities
- NSV, Sales (HL), Net Revenue – Regional Sales Manager is responsible for delivery of Net Sales Value, Net Revenue, Sales (Hectolitres) and Market Share growth for his region. The NSV, NR and sales achievement will be per sales strategy and Annual Operation Plan. This will include NSV/NR and sales for innovations as per AOP
- Investments and Return on Investment – Regional Sales Manager will be responsible for the management of company investments to his /her region/AD’s, and make sure that the anticipated ROI is delivered. This will include Implementation of nationally developed strategies in region. Proactively propose new distributors, stockists, ship-to locations, trucks, depots etc and effective utilisation of Trade Development Fund (TDF) etc.
- Drive Route to Consumer (RTC) strategy for the region – Regional Sales Manager will be responsible for driving regional Route to Consumer strategy as agreed by Sales Director. This will include driving engagement with Area Distributors and their staff, driving performance through RTC daily reports with TMs, SSE’s and SE’s, rewarding top performers, add stockists & ship to locations and managing performance improvement plans with TMs & SSE’s. Responsible for collecting analysing and sharing competitive intelligence to HQ.
- To direct, control, motivate, lead and train the regional sales team to achieve agreed sales, distribution, and market share and performance objectives through the effective management of both Distributor and Retail sales operations. He/she is directly involved in team training and development, enforcement of proper use of SFA tools, P4G, team management in terms of performance management and review, appraisal, performance improvement plans (PIP), recruitment and dismissal. Must hold team to high standards of field discipline and performance with evidence of consequence management.
- Drive company ethics and compliance – This will include making sure that his/her team and partners comply with all sales related policies, safety policies and Integrity.
Qualifications and experience required
- A Bachelor degree in a business related field
Experience
- At least 5 years’ experience in a similar role, preferably in a consumer goods/manufacturing industry
- Strong track record in People Management & / or commercial roles within a consumer goods environment
- Develop and manage retail activity plans based on agreed segmentation standards and matching brands with opportunities.
- Ensure compliance with safety requirements at the work environment.
Skills Set
- Leadership skills
- Salesmanship skills
- Communication skills
- Presentation skills
- Negotiation skills
Worker Type
- Regular
Primary Location:
- Mwanza
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