Territory Management Representative at Diageo

Job Description

Territory Management RepresentativeReports To: Area Business Development Manager.Context/Scope:
KBL operates within a multi cultural, multi national, multi currency environment. KBL comprises four business units: KBL, EAML, CGI . KBL is further categorised into Demand and Supply. The Supply business is involved in production of beer and spirits. The Demand business is involved in marketing and selling the product to consumers.

This role is located within the Demand Sales business. The TMR /TDR / DSR role will be critical to the overall KBL short, medium and long term strategy in developing and driving our trade strategy and operational excellence within retail outlets and distributors. The job holder is expected to have a high ability to build and develop trade relationships with outlet owners and staff / customers with high levels of respect / contact required.

The job holder works closely with the Area Business Development Manager and Divisional Sales Manager. This position is field based and the job holder is expected to manage 400 outlets (TMR / TDR) DSR will manage 100 outlets achieving Quality, Distribution, Visibility, Pricing, Promotion Persuasion and PR

Financial

Area operations budget.

Equipment: Company Vehicle.

IT Equipment: PDA, Smart Phone

Promotion implementation expenditure within budget

Market Complexity

KBL demand has 96% volume share of beer market and 52% volume share for Spirits. KBL demand is the No.1 FMCG Company in Kenya and also markets UDV brands. KBL operates in a very competitive environment that has seen the entrant of new players in the total alcohol category. This necessitates the need for pro-active business approach. The national distribution structure within the Kenyan alcohol market is key to KBL delivery of both volume growth and market share.

Leadership Responsibilities

The job holder is required to ensure optimum brand visibility and maximized sales through close liaison with Area Business Development Partner to minimise the effects of all competitor brands within ethical guideline as guided by compliance governance, report key field information to Area Business Development Manager and Divisional Sales Manager and agree follow up plans, administer workload as directed and operate efficiently in management of time and budgets.

Purpose of Role

To positively influence sales of KBL brands by regular contact, promotions networking and motivation in allocated retail accounts and to operate a one portfolio KBL brand approach for beer, spirits and Senator Keg.

TOP 3-5 Accountabilities

• Execute a territory trade marketing plan which meets the objectives of the area trade marketing plan/cycle brief in the areas of brand, volume, merchandising and promotion.
• Ensure that the territory sales driver distribution objectives of brand availability and quality, stock holding, pricing and visibility are achieved.
• Provide market information and reports on performance of customers, brands and competition to ensure that the relevant marketing people are fully informed.
• To constantly monitor market and competitor activities and accurately reporting and feedback. Provide insights into annual area planning for trade activities.
• 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.
• Achieve sales volume, objectives, rate of Sale driver standards in retail trade QDVPP and KBL sales force effectiveness standards in distributor sales crews.

Qualifications & Experience

• A business related degree or equivalent
• At least 2 years’ experience in a similar role.