FIELD SALES SUPERVISOR

Job Description

Dashen Breweries is a major player in the rapidly developing Ethiopian Brewery market. Our Vision is to be Ethiopia’s Best Brewing Company and our Purpose is to “Delight Consumers, Enrich Communities and Enhance Ethiopian’s Progress”.

Our flagship Brand, Dashen is renowned for its great taste and quality. In addition to our Brewery in Gondar, we are building a new leading edge Brewery at Debre Birhan, the first of its kind in Africa. Given the continued growth and future expansion of Dashen Breweries, the following opportunities exist.

JOB SUMMARY

The purpose of the Field Sales Manager is to ensure that a customer focused service environment where customer service can flourish, improving competitiveness in each segment, ensuring growth in brand, sales volume, and market share is implemented in market by team.

Managing sales team and activities to ensure that growth and market share goals are achieved as well as marketing campaigns are executed effectively. Support the Route to Market Strategy in all team activities; Analyze sales information gathered by staff to determine sales potential and inventory requirements.

Ensuring that self and team uphold the Dashen Brewery Corporate reputation at all times

KEY RESPONSIBILITIES

• Establish good working relationships with existing and new customers;


•  Establish, maintain and expand customer base – plan in place to actively achieve this;


• Increase business opportunities through various segments;


• Gather and analyze information obtained from customers via sales team;


• Ensure relationship with Key Distributors are maintained and management of their outputs:


• Ensure all processes and monitoring in place to ensure their effectiveness and profitability;


• Anticipate new opportunities and explore specific KD needs;


• Training for KD owner and his team;


• Assist outlet in reducing inefficiencies (routes, losses, resources);


• Warehouse and fleet optimized;


• Assess potential of new and existing outlet locations, considering potential volume and expenditure;


• Proactively asses, clarify and validate customer requirements and satisfaction by engaging key customer accounts in conjunction with Sales team;


• Determines annual sales volume and market share plans by implementing Sales strategies, analyzing trends and results;


• Establish and manage departmental budget:


• Realistic costs of operating the sales force and sales promotion plans per segment;


• Free beer allocated to sales representatives to assist promotional activities;


• Discounts offered to customers;


• Investment per segment planned;


• Responsible for sales and marketing objectives by planning, developing, implementing and evaluating advertising, merchandising, and trade promotion programs:


•  Ensure planning and execution of promotional activities are in line with set budget;


•  Develop field sales action plans;


•  Forecasting and developing annual sales volume targets for Region and territories;


• This also includes the projection of expected sales volume and profit for new and existing products;


• Assign and manage individual sales targets to sales representatives;


• Monitor individual performance and motivate team to achieve and exceed targets;


• Establish a system of reports and communication thereof;


• Maintains sales volume, product mix and selling price by keeping current with changing trends and competitors in Region;


• Establishes and adjusts marketing efforts by monitoring costs, competition and supply and demand;


• Establish and maintain working relationships with Depot, Marketing and Draught departments to ensure service excellence to customers at all times;


• Assist in the development of the annual Sales plan; advising on realistic forecasts per territory (based on historical data, market trends, competitive activity, promotional strategy and sales effort);


• Work with teams to execute action plans and initiatives for growth;


• Ensure data from trade is accurate for use in own and other departments;


• Implements Regional sales and promotional programs by developing field sales action plans in conjunction with the responsible field sales representative;


• Identifies marketing opportunities by identifying customer requirements per segment;


• competitor analysis- includes competitor’s strengths, weaknesses and  market share;


• Completes sales operational requirements by scheduling and assigning team members:


• Set individual sales and incentive targets;


• Administer the individual and team incentive plan;


• Achieve and exceed volume, market share and pricing goals set for Region;


• Effective use of credit:


• Assist sales representatives in understanding and identifying opportunities for effective use in trade;


• Explore opportunities where credit can be used to facilitate deliveries;


• Contributes to team effort by ensuring resources are available and all required assets are at the disposal of the team as and when required;


• Management and implementation of assets in trade:


• Accurate records of investment placement in trade;


• Fridges invested in outlets – process followed by sales representatives;


• Draught equipment – process following by sales representatives;

Manage sales representative use and minimize possible abuse of assets in trade:

• Vehicles;


• Laptops;


• Mobile Phones;


• Capturing devices (tablet/mobile phone);


• Fridges and drought equipment in trade- in working order and serviced at required intervals;

manage Regional sale team and administrative function:

• Counseling and disciplining employees, planning, monitoring and reviewing performance;


• Individual skills development;


• Streamline processes and systems wherever possible;


• Observe the performance of sales representatives in trade on a regular basis;


• Ensure sales representatives are equipped with sufficient process and technical knowledge to present information on Dashen’s products in an accurate manner;


• Equip sales representatives with resources, including tablets and POS material;

Monthly submission of reports to senior manager(s);

• Collect, analyze and summarize sales information;


• Report on trends in market;


• Report on competitor trade activity;


•  Action plans in place to improve market share and sales volume;


• Budgeted spend compared to actual spend – details of spend to be investigated and action plans in place to reduce or manage more effectively;


• Key Performance Indicators managed;


•  Resolve customer complaints regarding sales and service;

 Job Requirements

Job Requirements

• BA Degree graduate in Sales, Marketing and Business Management.

• Four years’ of experience in FMCG ideally beverage industry, which 1 year of experience in senior position.


• Computer knowledge in MS Office (Excel, Word, etc)


• Excellent interpersonal, communication and presentation skills


• Fluency in written and spoken English  and knowledge of  the regional language is a requirement.

Closing date: Jan 21, 2016

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How to Apply

Interested applicants who met the MINIMUM requirements should send their application and  CV along with relevant supporting document to the following address  before January 1, 2016. Only shortlisted applicants shall be contacted.

Female applicants are highly encouraged.

Dashen Brewery Share Company,

Ambassel Building 2nd Floor

Addis Ababa

           E-mail to : recrutimentdashen@gmail.com

Please DO NOT SUBMIT copies of transcripts, academic degrees or recommendation letters with the application. You will provide them upon request.

Job Categories: Sales and Marketing Jobs. Job Types: Full-Time. Job expires in 30 days.

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