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Diageo is the world’s leading premium drinks company, a business built on the principles and foundations laid by the giants of our industry.
PURPOSE STATEMENT:
To contribute to the performance of the Sales & Distribution organisation by implementing and executing a Territory Sales & Distribution plan that meets brand, volume, merchandising and promotion objectives for each outlet in order to achieve the overall area or channel trade marketing objectives.
PRINCIPAL ACCOUNTABILITIES
- Develop and implement a territory trade marketing plan which meets the objectives of the area trade marketing plan in the areas of brand, volume , merchandising and promotion.
- Ensure that the territory distribution objectives of brand availability, stock holding and stock rotation are achieved.
- Ensure that price is in line with the company strategy
- Implement promotions, develop and execute merchandising programmes at POS with optimum use of resources and materials in order to achieve the highest in-store visibility and sales performance for the strategic brands.
- Provide market information and reports on performance of customers, brands and competition to ensure that the relevant marketing people are fully informed.
- Build loyalty by providing support to the trade through regular visits, accurate communication, problem solving, specialised advice and fair trade.
- Maintain accurate and relevant outlet information.
- To constantly monitor the achievement of yearly/cycle objectives through accurate reporting and feedback.
- Encourage adult consumers and retailers to buy EABL's brands and strengthen brand loyalty.
- Manage financial accounts, assigned assets and material to ensure that trade marketing resources are secure and used in the most efficient and effective manner possible.
KNOWLEDGE, SKILLS AND EXPERIENCE
Skills
- Good communicator
- Negotiating skills
- Planning
- Ability to build and maintain customer relationships
- Personality
- Self motivated
- Team player
- High standard of presentation and appearance
- Knowledge
- Product and market
- Supply chain and trade marketing principles
- Legislation and regulations on alchohol
- Marketing standards
Experience
Ideally the TMR should have worked as a distribution / sales rep for a period of 2 years.
KEY SUCCESS FACTORS
- Achievement of territory distribution, volume, merchandising and promotion targets
- Effective and efficient implementation of key account or outlet specific programmes
- Accurate and well maintained outlet file
- Achievement of call frequency targets
- Effective and efficient trade coverage route plan
- Clear reports on market trends and competitors activities
FRAMEWORK / BOUNDARIES
Customers are defined as formal retail outlets (Bars, Clubs, Grocery, Convenience & Horeca), Wines & Spirits and Specialty stores, and indeed any outlets in the territory where alcohol is sold.
JOB CHALLENGES / PROBLEM SOLVING
The main challenge is to manage and implement a trade marketing plan for the territory that effectively promotes selling out.
A challenge that is shared with the trade and distributor reps is to establish optimal product merchandising and brand visibility and to control the prices to the consumer.