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Senior-level Manufacturing Jobs in Kampala, Uganda
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Diageo
CLOSEDDivisional Sales Manager (DSM)
Kampala, Uganda
Bureau Veritas
CLOSEDElectrical Engineer
Kampala, Uganda
Bureau Veritas
CLOSEDWelding Engineer
Kampala, Uganda
Bureau Veritas
CLOSEDNDT Inspector
Kampala, Uganda
Bureau Veritas
CLOSEDMechanical Engineer
Kampala, Uganda
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Bureau Veritas
CLOSEDStructure & Rotating Equipment Engineer
Kampala, Uganda
Closing: Apr 26, 2024
This position has expiredPublished: Apr 19, 2024 (13 days ago)
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Job Summary
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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.
Qualifications
Commercial degree. Business qualification ideal.
High cognitive ability
Experience
+7 years of cross functional experience, mostly commercial.
Route To Market experience
Exposure across different channels and different levels of customer sophistication (e.g., Key Accounts and Field Sales)
Success in highly demanding sales organizations (FMCG) and in alcoholic beverages
Leadership of large teams operating in complex, multi-channeled settings
Senior Line management of large organizations, especially in field sales
Strong knowledge & demonstrated delivery in challenging trading environments, understanding of channel, pricing, negotiations and strategy development.
Negotiation and conflict resolution with powerful Customers
Responsibilities
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.
Qualifications
Commercial degree. Business qualification ideal.
High cognitive ability
Experience
+7 years of cross functional experience, mostly commercial.
Route To Market experience
Exposure across different channels and different levels of customer sophistication (e.g., Key Accounts and Field Sales)
Success in highly demanding sales organizations (FMCG) and in alcoholic beverages
Leadership of large teams operating in complex, multi-channeled settings
Senior Line management of large organizations, especially in field sales
Strong knowledge & demonstrated delivery in challenging trading environments, understanding of channel, pricing, negotiations and strategy development.
Negotiation and conflict resolution with powerful Customers
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 efficient distribution network to ensure the comprehensive availability of company products and services across the division to achieve or exceed sales targets.
Provide distributors and customers in the division with information about new or improved products and offerings in order to drive sales.
Develop strong relationships with key customers across channels.
To understand each element of the outlets and UBL business plans and strategy for their implementation.
Ensure that all coolers in the region are tracked & deployment / redeployment done as per policy, up-to-date contracts, proper maintenance and withdrawal in case of misuse.
Contact & Coverage
Generate insights, from relevant facts driving to excellence in planning, decision making and performance measurement, taking corrective action as required.
Maintain and develop the outlet universe through correct classification, making resource changes to best service the market needs.
Ensure optimal route to market to deliver improved distribution and market share gains.
Embed the omni-channel / E-commerce (Diageo One, DTEU etc.), by delivering as par set targets on each and get the sales team, distributors, and distributor teams in the division to embrace the new ways of working and execute them properly.
Ensure that the sales team and all the distributors in the division are always tooled right to deliver the UBL business ambitions.
Daily Route Coverage & VSM Management at all CD points in the division – Robust morning clinics, 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.
Ensure that the team TRAX 100% of the targeted retail universe. – Monthly.
Deliver the monthly, quarterly and annual Divisional SFE & RtC targets entailing growth of universe, JP of entire universe, JPA, Call Rate, TRAX Usage, coverage of universe, effective coverage, strike rate & growth of distribution points.
People & Capability Development.
Recruit, develop, retain, lead and motivate the Sales team to ensure superb execution of company plans.
Motivate the sales organization behind a clear, simple and powerful trade strategy, engendering strong and supportive trade relationships at senior and industry level.
Provide overall people management support including on boarding, performance management and talent management, coaching for both individual and team development.
Develop and coach the sales team and ensure that they are well motivated and engaged to stay and contribute effectively to the organization.
Support the development of selling skills within the UBL sales team (DWWS etc.), external merchandiser or VSM sales crews and retailer staff to achieve QDVPP standards.
Ensure the delivery of the VSM Academy in the division.
Trade Marketing, Promotions & Activities
Drive the highest standards of execution throughout the division.
Develop brand-building & promotional activities for both retail & stockists outlets to implement in the division.
Run centrally planned TBA & brand led promotional activities in outlets as per brief to deliver the called-out targets.
Ensure that all assets like coolers and any other UBL collateral and other forms of POS are captured in the system (DMS) and by outlet.
Other Duties
Deliver the Divisional Sales plan & market share, achieving monthly, quarterly and annual sales, NSV & market share targets.
Actively contribute to the overall strategy and decision-making process.
Lead the commercial strategy for the region, leading the direct sales team, the third-party sales support team and relevant cross-functional teams.
Drive the highest standards of execution throughout the division.
Establish and ensure that all sales administration procedures relation to the division are properly implemented to support the sales teams in their efforts to accomplish the sales targets.
Conduct regular market visits to check route coverage, competitor activity, and continuously search for new opportunities in order to increase sales in the region.
Maintain P&L responsibility for the division and manage costs to ensure a profitable business.
Develop sales plans and budgets to achieve and exceed the annual sales objectives for the division.
Monitor and control the sales budget to ensure optimum utilization of resources in the division.
Ensure compliance with safety requirements at the work environment.
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