Job description
AutoReqId
60372BR
Reports To
Divisional Sales Manager
Context/Scope
EABL operates within a multi-cultural, multinational environment. EABL comprises four business units: KBL, EAML, CGI and UBL. KBL is further categorised into Demand and Supply. The Supply business is involved in the production and primary logistics of beer and spirits. The Demand business is involved in marketing and route to consumers.
This role is located within the Demand Sales business. The ABDM role will be critical to the overall KBL short, medium and long term strategy in developing and driving our trade & distribution strategy as well as operational excellence in achieving 100% distribution effectiveness and efficiency through our evolving RtC model. The average ABDM looks after 3-4 distributor accounts and 2/3 Customer Relationship Representatives and is responsible for managing and developing profitable brand and volume growth within nominated distribution. The role is 90% field based in regions, with long periods unsupervised and extensive travelling required. The job holder is expected to be away from home overnight on many occasions and will be under intensive pressure with constant demands from distributors and retail customers. The ABDM works closely with 1st line sales Representative (TMR,TDR,DSR), and the Divisional Sales Manager.
Dimensions
Financial
Area Operations budget
Company Assets: Vehicle, Fridges, Marketing Collateral etc
Promotion implementation expenditure within budget
Market Complexity
KBL operates in a very competitive environment that has seen the entrance of new players in the total alcohol category. This necessitates the need for a pro-active business approach. An advantaged national distribution network within the Kenyan alcohol market is key to maintaining KBLs competitive advantage and delivering of both volume growth and market share.
Changing macros driven by competition for limited disposable incomes and the opening up of economic trading blocs allowing in flow of products from other markets. Consumers are also becoming more discerning demanding better value for money at the bottom end and uncompromised quality at the top. This requires proactive selling to maximise company market share. Trade is evolving and being more sophisticated especially at retail level.
Leadership Responsibilities
The job holder is required to motivate, coach and develop his sales team as well as manage the Area P&L while successfully managing relationships with his key partners and assets the distributors.
Purpose Of Role
To positively influence sales of KBL brands by regular contact, networking and motivation of allocated distributor accounts. To ensure the sales team under them is delivering an optimized brand portfolio of both beer and spirits in each outlet across the Area s/he is managing.
Accountabilities
Develop and sustain amazing relationships with our distributors
Develop and drive joint strategic plans with distributors and have direct performance and P&L responsibility for distributor businesses
Maintain strong focus on working with distributors to develop sales capability within their organizations.
Ensure focus and implementation of fit for purpose trade coverage plans for the area
Qualification
Business related degree
Experience
3 years experience in a similar role
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