Divisional Sales Manager

Job Description :

Job Description.

Job Title: Divisional Sales Manager (DSM)

Level: Senior Management

Reports To: Commercial/Sales Director

About Us

UBL is a subsidiary of EABL who owns 98.2% of UBL and 100% of IDU. Diageo in turn own 50.03% of EABL.

UBL operates within a multi-cultural, multi-national environment. UBL is further categorized into Demand and Supply functions. The Supply business is involved in the production of beer and spirits.  The Demand business is involved in marketing and selling the product through RTM partners and retailers to consumers.

About the role

This role is located within the Demand/Sales business function. The DSM role is critical to the overall UBL short, medium, and long-term strategy in developing and driving our trade strategy and operational excellence within our RTM partners and Retailers.

The DSM is the high-level contact between UBL, its Distributors and retailers and is responsible for driving volumes and brand growth.  This is a field-based position requiring close liaison with the Commercial Director and the commercial back-office support teams like Operations and Customer Marketing as well as key stakeholders in Supply and Finance.  The role is also required to build business relationships with Distributor middle and senior management with a key influence in effective implementation of Distributor business plans.

The purpose of this role is to lead, develop and coach a sales team, execute commercial activities with brilliance and sell a portfolio of brands via a complex Route to market to achieve performance through effective customer management and cross functional ways of working. Create/influence divisional/business strategies and plans to leverage the Division’s unique dynamics in order to achieve agreed sales, distribution and market share objectives and beat the competition.

Financial Responsibilities:

As per the Annual Operating Plan for the Division

Market Complexity:

UBL is a strong player in the Total Beverage Alcohol business with ~59 % value share of the beer market and ~60% value share of the spirit’s market.  UBL operates in a very competitive environment that has seen new entrants enter the alcohol industry. The nature of competitors is complex with both illegal and established players operating within a market that has regulatory challenges. The market situation is changing rapidly due to the economic situation, declining disposable income and opening of the economic trading blocs allowing in flow of products from other markets.

The trade is evolving and becoming more sophisticated especially at retail level. Retailers are becoming more demanding as they become more profit driven and as competitors fight for share. Consumers are becoming more sophisticated which requires more innovative ways of convincing Legal Age Drinkers to choose our brands.   All channels are important in distribution and availing our products to consumers.   Trade partnerships are crucial in ensuring that service to consumers exceeds their expectations. 

Leadership Responsibilities:

Manage, lead, coach and motivate +- 30 salespeople in the region, across various channels. The role has direct accountability for a multi-channel region, including RTM, Key Accounts, Off Trade and On Trade. This role has significant people leadership responsibility as the DSM is directly responsible for coaching, developing and leading a team of Regional Sales Managers who in turn each have a team. The DSM is also responsible for interpreting and bringing to life the sales and marketing strategies and the UBL purpose in a simple and powerful way. The DSM must ensure execution excellence at store level across all channels, ensuring priority brand activity per segment is delivered excellently all the while building the capability of the team, to deliver the plan. Working with other senior functional leaders (marketing, finance, supply chain, OTC, distribution) is critical to the success of the role. The DSM should also constantly monitor and evaluate the distributors and their team’s performance taking corrective action where necessary. The DSM should develop and propose clear actions and plans for improvements and growth in their respective divisions.

Role Responsibilities

Distributor & Trade Management

• Implement process and systems to drive customer profitability and achievement of long-term business sustainability for the CD’s.
• Constantly monitor and evaluate distributors and their performance.
• Have a thorough understanding of distributor requirements and operational standards and enforce their implementation across the region.
• Transform distributor management capability through developing and implementing relevant Distributor management programs (BPMs)
• Ensure that the team develop and maintain an eff