Head of Sales - Dar

About us

At Diageo, our legacy is built on the character and diversity of our people. From Arthur Guinness to Johnnie Walker, we have thrived over 250 years as the world's leading premium alcohol company. Our success is driven by our dedicated team across all roles globally. We entrust them with our legacy and offer career-defining opportunities in return. Our ambition is to be the best performing, most trusted, and respected Consumer Products Company worldwide. To achieve this, we seek diverse talent from around the world who feel passionate about our vision.

About Serengeti Breweries Ltd (SBL): Founded in 1988 as Associated Breweries Limited and rebranded to Serengeti Breweries Limited in 2002, SBL began commercial operations in 1996 with a brewery in Dar es Salaam. Acquired by EABL in October 2010, SBL now operates breweries in Dar es Salaam, Mwanza, and Moshi. The flagship brand is Serengeti Premium Lager alongside other portfolios like Guinness and Plisner. Headquartered in Dar es Salaam, SBL also distributes world-class global Diageo spirit brands such as Johnnie Walker®, Smirnoff Vodka®, Bailey's Irish Cream®, Richot®, Bond 7 Whiskey®, and Gilbeys Gin®.

Functions:

Our Sales team love building relationships, connecting with customers to sell our much-loved brands in new and vibrant markets where they can thrive. They help sell our iconic brands across 180 countries every year.

We're operating across different markets, channels, and areas of expertise. Using your curiosity and passion, you'll make the most of consumer insight and digital platforms, reaching new customers, markets, and celebrations to help us achieve our growth potential. We'll support your learning and growth as you develop your career with us and work with people across our business to realise your fullest potential.

Accountability

• Oversee development and execution of the trade coverage plan for the division.
• Contribute to the overall sales and business strategy development and execution.
• For the 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
• Manage the market's SOP process and embed outcomes in the national SOP process. Build a bottom-up SOP process in the market.
• 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 (e.g. Retail Quality Index) and consumer price of products 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 in order that trade marketing and distribution is superior to the competition in respect of both core and added value services
• Propose goals and KPIs for direct reports and track ongoing results
• Ensure customer trading terms (e.g. bonus, credit, discounts) in the commercial planning are executed in a controlled compliant and ethical manner.
• Manage any allocated budgets, including trade specific programmes
• Execute innovation in trade programmes development and distribution systems in order to achieve competitive advantage
• Actively contribute to corporate and brand advocacy WORKING RELATIONSHIPS

• Support Consumer Insights in the prioritisation of consumer segments by clarifying EABL's competitive position in consumer segments within the division.
• Contribute to the development of strategic & operational trade plans for the Division. Guaranteeing that trade programmes and distribution systems are aligned with consumer segment requirements
• Assist Brand Teams in the development of strategic & operation brand plans, being accountable for providing insights around trade marketing & distribution strategy
• Assist in the development of divisional strategic & operational trade plans, gathering insights regarding brand portfolio
• Execute BTL programs generated by the customer marketing organisation.
• Effectively engage the business governance, performance reporting and insights management teams.

• 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.