Job Title: Territory Management Representative
Level: Junior/Associate
Reports To: Area Business Development Manager
About the Company:
Diageo is the world’s leading premium drinks company with an outstanding collection of brands, such as Johnnie Walker, Smirnoff, Baileys, Captain Morgan, Tanqueray and Guinness. Our purpose – Celebrating life, every day, everywhere – has an important role in our company, for our people, our diversity, our brands, in how we perform and how we create shared value.
Kenya Breweries Limited (KBL) is the engine of East African Breweries Limited (EABL) – the #1 FMCG business in Kenya.
We have huge ambitions in KBL! We want to grow NSV to $1B (CAGR 8%), Operation profit at $378m (CAGR 10%) and Total Beverage Alcohol at 85% (+50%bps YoY) by the end of F’30.
About the Function:
Our Sales team love building relationships, connecting with customers to sell our much-loved brands in new and vibrant markets where they can prosper. 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 realize your fullest potential.
About Role
The Territory Management Representative role is critical in driving Execution Excellence, Controls and Compliance.
The job holder works closely with the Area Business Development Manager and Divisional Sales Manager.
Purpose of Role:
The Territory Management Representative is expected to drive the highest standards of executional excellence through the implementation of business plans, cycle activity, building customized plans for priority accounts against nominated growth drivers.
The Territory Management Representative will cover the retail outlets on the basis of a pre-assigned route/plan and ensure that these plans are implemented brilliantly at the point of sale and also to meet the brand, volume, merchandizing and promotion objectives for each outlet while keeping 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.
- 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; using knowledge of customers to write winning persuasive customer propositions that are used to achieve/exceed objectives.
- Commercial Competence – have a good understanding of the commercials (spend, volume, margin, etc) to make good business decisions that drive profitable growth for Diageo and its customer. Also, to have a deep understanding of the various financial levers at our disposal and can use these to positively impact Diageo and our customer’s P&L.
- Use the processes, tools and plans provided to ensure brilliant execution by building customized plans for priority accounts against nominated growth drivers and ensure that the plans are implemented brilliantly at the point of sale. To coordinate the overall execution agenda of the customers we work with.
- To balance the short-term needs with a mid-term perspective and a focused activity management approach.
- Ability to implement, supervise and improve adherence to the minimum execution standards by segment as defined by the market to drive growth. Responsible for the measurement of the minimum execution standards in the customers we work with and reporting back the results to the sales organization on an ongoing basis.
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.
Competencies
Leadership
- Win through Execution – lead bold execution in a fast-moving world.
- Inspire through Purpose – amplify our purpose internally and externally.
- Shape the Future – create focus and ownership for shaping Diageo’s future ambition.
- Invest in Talent – harness the full extent of Diageo’s talent and diversity.
Dial up Behaviors.
- Be externally Curious – Seek deep external insights, anticipate trends and adapt quickly
- Collaborate Efficiently – create an environment where people challenge openly, make decisions with only crucial input and share and adopt what works.
- Experiment and Learn – Aim high and disrupt, try innovative solutions, accommodate failure and learning.
- Act Decisively – Choose progress over perfection, prioritize and commit to decisions and deliver for the business.
Functional Competencies
- Planning and Developing Executional standards
- Core Selling Skills
- Customer Proposition
- Brilliant Execution
- Negotiation Skills
- Commercial Awareness
Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, where everyone feels valued and that they can belong, is a crucial part of this.
We embrace diversity in the broadest possible sense. This means that you’ll be welcomed and celebrated for who you are just by being you. You’ll be part of and help build and champion an inclusive culture that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mindsets, and more.
Our ambition is to create the best performing, most trusted and respected consumer products companies in the world. Join us and help transform our business as we take our brands to the next level and build new ones as part of shaping the next generation of celebrations for consumers around the world.
Feel inspired? Then this may be the opportunity for you.
If you require a reasonable adjustment, please ensure that you capture this information when you submit your application.
