Regional Manager East Africa

Scope:
The Regional Manager will play a significant role in the development and implementation of regional and brand strategies which are focused on the markets covered by the individual. Key to the successful development of these strategies is a sound knowledge of the markets as well as the ability to form strong relationships with key influencers in the industry.
The successful execution of the strategic plans will rely on the Regional Managers ability to manage the Field Market Managers. As part of this management, formal quarterly reviews will be conducted with FMM’s to gauge performance as well as identify areas of future personal development. The position will also be responsible for the quality of the monthly activity reports and good practice sharing between the relevant markets.
Key markets for this role include the following countries –
– Primary Markets – Kenya / Tanzania
– Secondary Markets – Uganda / East DRC / Zambia
Main Functions:
Strategy Development
Contribute to Regional strategy development eg East Africa strategy in collaboration with BF and Incodeal
Contribute to brand plan within each of the relevant markets that fall within the respective region
2nd Tier Country and City Expansion
Asses future expansion opportunities
Awareness of RTM options. Collaboration with Incodeal.
Develop country/city expansion plans
Ensure effective implementation of strategies
Regional Managers will assume the role of FMM’s in tier 2 markets
Support Distribution Partners
Develop DSM relationship with Distribution Partners (Disproportionate Share of mind)
Quarterly distributor reviews
Current brand performance
Stock management
Depletion analysis
Forecasting
Support sales force and distributor partner in outlet segmentation and channel mapping.
Agree brand and promotional plans with distributor for tier 2 markets
Key customer interface with DP. Establish relationships with key customers
Leveraging the Field Market Managers
Contribute to the development of the Field Market Mngr team – Recruitment / Induction / Management / Coaching
Training of FMM’s and distributor sales force at every opportunity
Ensure consistency and excellence in execution according to brand guidelines
Operational Functions
Unearthing trade and consumer insights
Link between BF/ Incodeal / GCF and distribution partners
Regional interface with KA Manager (Future)
Adopt a leading role in running regional workshops
Develop relationships with key local influencers
Resource Development
Assess and motivate for optimum resource structure
Develop succession plans
Recruitment process
Onboarding and personal development
Participate in FMM & own KPI evaluation with Incodeal and Brown Forman
Reporting
Quarterly Reviews with RM, Incodeal and BF
Macro-economics
Industry / Competitor / RTM developments
Counterfeit and TNT tracking
Oversee and check monthly Marketing Activity reports
Best Practice sharing
Budget Control
Monitor spend vs budget for tier 2 countries
A&P
SG&A
Manage FMM and ensure spend is aligned with budgets
Qualifications & Personal Attributes
Qualifications
Tertiary degree / diploma – preferably in commerce or social sciences
Fluent in English – French would be an advantage
Experience
Min 5 years commercial experience – Sales / Marketing
Some exposure to Emerging African markets, preferably having resided in Africa
Personal Attributes
Self-motivated and comfortable working in isolation
Relationship building – Outgoing yet having the ability to exercise restraint
Leadership qualities and setting responsible example
Core behaviours
Being a Champion of Team, Self & Brands
Being Curious of opportunities & solutions
Being Collaborative with team & partners