Sales Executive at Diageo

Employer: East African Breweries PLC (EABL) / Diageo
Job Position: Sales Executive
Location: Dar es Salaam, Tanzania
Employment Type: Fixed-Term Contract
Primary Location: Dar es Salaam
Application Deadline: Not specified in the supplied listing
Job Reference: JR1129595

About East African Breweries PLC

East African Breweries PLC (EABL) is East Africa’s leading branded alcohol beverage business, with a portfolio of brands spanning beer, spirits, and adult non-alcoholic drinks (ANADs).

EABL has extensive operations in Kenya, Uganda, and Tanzania, including breweries, distilleries, support industries, and a regional distribution network. The company also operates a growing export business within and outside the wider Eastern Africa region.

EABL operates in a multicultural, multinational, and multicurrency environment and works within various regulatory, tax, and compliance requirements.

EABL is a Public Listed Company (Plc), listed on the securities/stock exchanges in Kenya, Uganda, and Tanzania.

About the Sales Function

Sales is where Diageo’s brands meet the real world.

The sales team builds relationships that bring products to consumers, working closely with customers across markets, channels, and occasions to ensure brands are available in relevant outlets and consumer environments.

The function involves commercial thinking, relationship management, market execution, and direct engagement with customers and outlets.

About the Role

Sales Force Effectiveness refers to the ability of sales teams to grow the business and brand penetration by extending the route to consumers, selling the right brands in the right outlets at the right time, and doing so efficiently.

The Sales Executive will be responsible for activities relating to distribution, sales, execution standards, territory management, account development, and asset management.

Distribution

• Ensure outlet brand assortment is aligned with market execution standards and outlet segmentation.
• Ensure the right brands are available in the right outlets.

Sales

• Work toward sales targets established at the beginning of each financial year.
• Support monthly and quarterly sales targets.
• Achieve volume- or value-based sales objectives as applicable.
• Monitor sales performance against established targets.

Sales Effectiveness

• Measure customer calls against the predefined sales territory plan.
• Maintain adherence to journey planning requirements.
• Ensure efficient and effective execution of sales activities.

Call Rate

• Achieve the required number of customer calls per day based on market and role requirements.

Strike Rate

• Monitor the percentage of productive calls against total planned calls.
• Ensure productive calls achieve the required sales objectives.

Execution Standards

Ensure the appropriate sales drivers, including QDVPPP, MPA, and MAS, are executed at outlet level to support business growth.

VSM Training and Development

Training and development activities include onboarding, training, and development of Area Distributor/VSM teams to achieve Sales Force Effectiveness and consistent sales practices.

Activities include:

• Training VSMs on standard operating practices, including VSM DWWS, calls, journey planning adherence, strike rate, and outlet coverage.
• Daily, weekly, and monthly target allocation.
• Route development.
• Conducting gate meetings.
• Standard reporting.

Account Development

Account Development involves joint activities with top outlets and SBL to increase sales and market share.

Activities may include:

• Outlet execution of sales drivers designed to drive consumers toward specific brands or categories.
• Improving outlet visibility.
• Implementing price initiatives.
• Supporting consumer offers and promotions.
• Driving innovation and promoting new brands.

Area Distributor Territory Management

The role involves management of the Area Distributor outlet database, route development, and outlet allocation.

Responsibilities may include:

• Developing and maintaining outlet databases.
• Developing and allocating sales routes.
• Recruiting new outlets.
• Monitoring average volume per outlet.
• Monitoring market share data.
• Maintaining the called-on database.
• Maintaining information on stockists.
• Monitoring competitor information relating to distributors and staff.
• Gathering relevant information on income and consumer spending.
• Maintaining information on outlet types and market segments.

Asset Management and Movement

The Sales Executive is responsible for the allocation, movement, and management of company assets within the assigned territory.

The role includes ensuring the proper use of company assets to achieve maximum return on investment.

The Sales Executive is expected to maintain or have access to an updated asset register covering items such as:

• Coolers and chillers.
• Chairs and tables.
• Point-of-sale (POS) materials.
• Other company assets assigned to the territory.

Additional Responsibilities

• Represent SBL in the assigned territory.
• Build strong business relationships with key customers.
• Ensure proper implementation of BTL activities.
• Implement consumer promotions and trade promotions.
• Resolve daily field-related problems.
• Communicate sales and field-related issues to headquarters.
• Complete daily reporting.
• Ensure SBL’s code of conduct, policies, and procedures are properly applied.
• Supervise and monitor DMS usage at 100%.

Experience and Skills Required

The supplied vacancy text does not provide specific academic qualifications or a minimum number of years of experience under the Experience / Skills Required section.

Applicants should therefore review the official application portal for the complete requirements and any additional criteria specified by Diageo/EABL.

Working With Diageo

Flexibility is considered an important part of the company’s approach to supporting employee wellbeing and balancing priorities.

Diageo states that it recognises and rewards performance through a competitive rewards and benefits package.

The company also emphasises diversity and inclusion, with employees working alongside colleagues with different backgrounds, experiences, and perspectives.

Employees are encouraged to continue learning and developing their capabilities while contributing to the company’s brands, customers, and business objectives.

Applicants requiring a reasonable adjustment are encouraged to provide this information when submitting their application.

Employment Details

Worker Type: Fixed-Term Contract (Fixed Term)
Primary Location: Dar es Salaam, Tanzania

Recruitment Scam Warning

Candidates should be cautious of recruitment scams.

According to the employer’s recruitment notice:

• Communications regarding applications should come from an email address ending in @diageo.com or @eabl.com.
• Diageo/EABL will never ask candidates for money during the recruitment process.

How to Apply

Interested candidates should submit their application through the official Diageo careers portal.

CLICK/TAP HERE TO APPLY:

Job Reference: JR1129595

Note: The supplied vacancy does not state an application closing date. Applicants should check the official Diageo careers portal for the current closing date and any updated application requirements.