The Territory Management Representative is expected to drive the highest standards of executional excellence through the implementation of business plans, cycle activity, and building customised plans for priority accounts against nominated growth drivers. The role involves covering retail outlets on the basis of a pre-assigned route/plan to ensure objectives are accomplished brilliantly at the point of sale. You will meet brand, volume, merchandising, and promotion objectives for each outlet while maintaining strict controls and compliance.
Key Responsibilities
Execution Excellence
Identify everyday minimum execution standards for customers and understand how '365 Essentials' principles translate into these standards.
Navigate sales calls/appointments using defined commercial selling skills to match customer needs to business propositions.
Sell and list new and existing products or brands in outlets.
Deliver propositions that exceed customer expectations and create 'win-win-win' opportunities to ensure distributor coverage and call frequency targets are achieved.
Use knowledge of customers to write winning persuasive customer propositions.
Commercial Competence: Use a deep understanding of commercials (spend, volume, margin) and financial levers to impact Diageo and customer P&L positively.
Coordinate the overall execution agenda of customers and ensure plans are driven brilliantly at the point of sale.
Implement, supervise, and improve adherence to minimum execution standards by segment and report results back to the sales organization.
Controls and Compliance
Adhere to compliance measures articulated in global and local standards, including the Code of Business Conduct.
Ensure adherence to internal process controls, GAR, and External Audit reviews.
Partner with the Commercial Operations team to ensure awareness and adherence to all applicable compliance matters and newly introduced policies.
Requirements and Qualifications
A business-related degree or equivalent qualification.
Minimum of 2 years’ experience in analytics.
At least 2 years of experience in a field sales role.
Strong attention to detail.
Competencies
Leadership: Win through Execution, Inspire through Purpose, Shape the Future, and Invest in Talent.
Functional: Planning and Developing Executional standards, Core Selling Skills, Negotiation Skills, and Commercial Competence.
How to Apply
Interested and qualified candidates should apply online via the Diageo career portal using the link below:
Interested and qualified candidates should apply online by visiting the Diageo application page on their Workday portal. You can access the application link through: https://www.myjobmag.co.ke/apply-now/1206239
