Diageo CareerOpportunities in Kampala; Commercial Effectiveness Manager

Job Title:        Commercial Effectiveness Manager
Job Ref:     40784BR 
Job Location:   Kampala, Uganda
Employer:    Diageo
 Reports to:     Sales Director

About Diageo:
Diageo is the world's leading premium drinks business with an outstanding collection of beverage alcohol brands across spirits, beer and wine. These brands include Johnnie Walker, Crown Royal, J&B, Windsor, Buchanan's and Bushmills whiskies, Smirnoff, Ciroc and Ketel One vodkas, Baileys, Captain Morgan, Tanqueray and Guinness.

Job Overview:
The Commercial Effectiveness Manager will steer, develop and support the implementation of systems, processes and standards to maximise delivery of the sales force and create a sales organization that consistently achieves and exceeds business expectations.

Job Requirements:

• A Bachelors/Master’s degree in Business Administration or equivalent qualification

Experience & Skills:

• A minimum of 7 years of cross functional experience, mostly commercial.
• Past Route To Market experience
• Significant exposure across different channels and different levels of customer sophistication (e.g. Key Accounts and Field Sales)
• Excellent track record in highly demanding sales organisations (FMCG) and in alcoholic beverages
• Leadership of large teams operating in complex, multi-channelled settings
• Senior Line management of large organisations, especially in field sales
• Significant working knowledge & demonstrated delivery in challenging trading environments; understanding of channel, pricing, negotiations and strategy development
• Good negotiation and conflict resolution with powerful Customers
• Strategic and process orientation

Job Duties:

•     Develop and/or review Standards of Excellence for Field Sales Management and Distributor Management to deliver
•     Take lead in the implementation of Brilliant Sales Execution and Distributor standards and govern the successful delivery of the Capability Plan.
•     Guarantee that the quality of interventions meet world class standards both on content and delivery. (Managing Relationships incl. 8 steps of the call, Persuasive Selling and Sales Drivers as well as Coaching and Commercial
•     Continuously measure sales force effectiveness through the Sales Capability and Distributor Scorecard
•     Ensure sales teams are informed and equipped to deliver high impact sales calls.
•     Deliver superior operational support to the sales team within budget
•     Create and implement enables all elements of sales operations (Contact and Coverage, targets and objectives) in order to transform the impact and efficiency of UBL sales teams in country
•     Oversee the implementation of Sales & Distributor technology & automation processes to ensure the full value of technology is realized to deliver competitive advantage
•     Manage and enforce Compliance processes for Commercial
•     Generate insights from business intelligence and customer databases ensures that trade & customer plans are targeting biggest opportunity

Deadline Date: 28/04/2014

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