Job Title: Field Sales Representative
Reports To: Area Business Development Manager
About Company:
East African Breweries PLC (EABL) is East Africa’s leading branded alcohol beverage business with an outstanding collection of brands that range from beer, spirits and adult non-alcoholic drinks (ANADs), reaffirming our standing as a total adult beverage (TAB) company. With breweries, distilleries, support industries and a distribution network across the region, the group’s diversity is an important factor in delivering the highest quality brands to East African consumers and long-term value to East African investors. As a consumer-driven business, EABL takes time to study the market and understand consumer needs and wants and how best to satisfy them. That is why we constantly invest in innovating and renovating our brands to stay on par with dynamic consumer trends. This goes hand in hand with our Vision to be the most celebrated business in Eastern Africa.
Purpose of Role:
The Field Sales Representative is expected to drive the highest standards of executional excellence through the implementation of business plans, cycle activity, building customised plans for priority accounts against nominated growth drivers and ensuring that these plans are executed brilliantly at the point of sale while maintaining controls & compliance.
Role Responsibilities:
Execution Excellence
- Identify the everyday minimum execution standards for the customers we work with and understand the 365 Essentials principles and how they translate into these execution standards.
- Navigate a sales call/ appointment using the clearly defined and proven commercial selling skills to understand customers’ needs and match them to the business propositions.
- Selling and listing new and existing products and brands.
- Use proven selling techniques to deliver propositions that exceed customer expectations, satisfy needs and create ‘win, win, win’ opportunities to ensure distributor coverage and call frequency targets are achieved.
- Persuasive selling to deliver a customer proposition.
- Commercial Acumen – have a good understanding of the commercials (spend, volume, margin, etc) to make good business decisions that drive profitable growth for Diageo and its customers.
- Use the processes tools and plans provided to ensure brilliant execution by building customised plans for priority accounts against nominated growth drivers and ensure that the plans are executed brilliantly at the point of sale.
- Ability to execute, track and improve adherence to the minimum execution standards by segment as defined by the market to drive growth.
Controls and Compliance
- Adhering to the compliance measures put in place, as articulated in the various global and local standards, policies and all applicable manuals including the Code of Business Conduct.
- Adherence to Internal process controls, GAR and External Audit reviews.
- Partnership with the Commercial Operations team, to ensure awareness and adherence to all applicable compliance matters, including changes to existing policies/guidelines as well as newly introduced policies/guidelines.
Qualifications and Experience:
Qualifications
- A business-related degree or equivalent.
Experience and Skill
- 2 years’ experience in analytics and at least 2 years in a field sales role
- Strong attention to detail.
Functional Competencies
Planning and Developing Executional standards
- Core Selling Skills
- Customer Proposition
- Brilliant Execution
- Negotiation Skills
- Commercial Acumen
Commitment to Diversity & Inclusion:
Celebrating our inclusive and diverse culture is core to EABL’s purpose of “celebrating life every day everywhere”. This purpose is inclusive in nature, as it values everybody irrespective of background, disability, religion, gender or ethnicity.
Our ambition is to create the best performing, most trusted and respected Consumer Products Company in the world. To achieve these, we need the world’s very best people.
Flexibility is key to success in our business and many of our staff work flexibly in many different ways, including flexible location.
