Head of Sales at Diageo

Purpose of Role

• To provide leadership and guarantee our Sales, Distribution and Trade Marketing Strategies
• To provide leadership to the Nairobi sales team by managing, mentoring, developing and coaching them and ensure route to market, trade execution keeping the team focused on the expected delivery.
• Provide leadership and drive synergy across the mainstream business by working closely with the other sales functions, our supply chain and logistics partners, finance, legal and CR departments.
• To direct, control, motivate, lead and train the Nairobi sales team to deliver to our commercial standards, and effective management of both Distributor and Retail sales operations.
  

Accountabilities

• Adapt, refine and execute the route to market strategy: - Distribution structure/ model, resources and budget requirements, trading terms, credit risk and customer pricing guidelines &  Approach to implement trade and brand programmes within POS & - Propose changes based on market review & Oversee development and execution of the trade coverage plan for the division.
• Contribute to the overall sales and business strategy development and execution and division ensure seamless implementation of strategy, brand programmes and activities at the POS as per consumer motivation and customer segmentation demands.
• Manage trade programme development & implementation for customer segments  and market’s SOP process and embed outcomes in the national SOP process.  Ensure trading terms and conditions are adhered to by all EABL customers 
• Ensure effectiveness & efficiency of secondary supply chain (DOWNSTREAM) Ensure that objectives in terms of availability, visibility, volume, margin, quality are achieved. Ensure Trade area works in accordance to EABL’s Marketing Standards and all Corporate Guidelines.
• Ensure that Trade area is well trained and motivated 
  Develop and manage business relationships with strategic trade partners, retail customers, distributors, wholesalers and stockists. ; Represent the company on trade marketing to trade associations in order to maintain & build company goodwill and loyalty; 10 years’ Sales leadership experience with a proven track record of success and delivery, ideally across different markets and trade channels.

• Trade and/or brand strategy development
• Trade marketing development
• Customer engagement
• Logistics/ supply chain management
• Account management

• Discipline & Overall numeric and weighted distribution performance
• Product availability/ distribution targets Customer satisfaction targets
• Distribution financials (e.g. total cost, cost per unit, margins)    Service level ; Retail Quality Index (RQI) objectives (look and physical quality of product on shelf). ;
• Achievement of target divisional account contracts; Quality and competence of our RTC execution partners; Overall national sales volume ; Overall national market share ;
• Portfolio financials (e.g. P&L, margin)