Trade Marketing & Distribution Representative (TMDR)

Job Description :

Job Title: Trade Marketing & Distribution Representative (TMDR)

Reports To: Regional Sales Manager

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 pushing the product to consumers.

This role is located within the Demand Sales business. The TMDR role will be critical to the overall UBL short, medium and long-term strategy in executing and driving our trade strategy and operational excellence within retail outlets, Wholesalers and distributors. The jobholder 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 jobholder works closely with the distributor staff with guidance from Regional Sales Manager and the Divisional Sales Manager. This position is field based, and the job holder is expected to manage a minimum of 400 outlets, ensuring full execution of Sales drivers i.e Quality, Distribution, Visibility, Pricing, Promotion and Persuasion in each of those outlets.

Dimensions

Financial:

Territory operations budget.

Equipment: Company Vehicle, IT gadgets, All Assets deployed in Territory.

Promotion implementation expenditure within budget.

Market Complexity:

UBL is a dominant player in the Total Beverage Alcohol business. UBL 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 Ugandan alcohol market is key to UBL’s delivery of both volume growth and market share.

Market situation is changing rapidly due to the economic situation, declining disposable incomes and opening up of the economic trading blocks allowing in flow of products from other markets. Consumers are becoming more sophisticated.   This requires proactive selling to maximize company market share. Trade is evolving and being more sophisticated especially at retail level.   

Leadership Responsibilities:

The job holder is required to work with the distributor and their staff to ensure that both retail and Wholesale customers are served in time and full (OTIF).They are also expected to work with any third party selected by UBL to ensure optimum brand visibility and activation in their territory, report key field information to RSM 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 UBL brands by regular contact, networking, and motivation in allocated retail & wholesale accounts.

In charge of TOTAL MARKET in your territory and number one priority is to ensure availability and visibility of our brands in your territory in all outlets.   

Role Responsibilities

Data Governance & Accuracy

• Always ensure that correct/accurate data is captured e.g. depletion, outlet information, distributor stockholding.

• 100% Utilization of UBL information system (DMS) by distributor & their staff in real time for all activities like selling in outlets, receipt of UBL brands at distributor warehouse, activation in outlets, truck loading, stocking out at the end of day, sending back returnables like glass to UBL etc.

Contact & Coverage

• Ensure an omni-channel contact & coverage (Physical, Tele & Digital) as par set targets and that the distributor and their teams embrace and execute them properly.

• Ensure that the distributor has the right number of distribution tools and in the right condition to deliver the UBL business ambitions.

• Ensure Distributor daily Route Coverage as per schedule & VSM Management – Robust morning clinics, right loading, right route plans, 100% Journey Planning, 100% JPA and route frequencies to cover all outlets in the territory with the correct frequency by the VSMs & self.

• Distributor universe growth, 100% coverage, 100% effective coverage, a minimum of 80% CD strike rate, growth in CD distribution points and achievement of call frequency targets.

Distributor & Trade Management

• To understand each element of the outlets and UBL business plans and strategy for their implementation.

• Work with distributor on an annual Distributor Business Plan

• Carry out regular distributor meetings (Morning clinics,