SKOL BREWERY LIMITED
Company Name: SKOL Brewery Limited
Function Title: Field Manager
Reporting: Head of Field
Department: Commercial
Location: Kigali or Up country
Mission
To support SBL in reaching its business goals by helping SBL’s distributors optimize their Direct Store Delivery volume, ensuring maximum product availability at the point of purchase (WHLS/POS), and fostering product availability, visibility, and consumer engagement at WHLS/POS. The Field Manager is responsible for executing the distribution of SBL products and executing Trade Marketing concepts, plans, processes, and strategies to Sales representatives and enhance the company’s competitive standing continually.
Oversee team management in designated areas, ensuring a seamless workflow, meeting deliverables, coaching for optimal performance, and exercising control over commercial activities to meet deadlines and targets
Duties and Responsibilities
As a primary contact for the region, Field Manager will play a key role in providing support for the distributors’ & sales reps’ growth, through coaching and monitoring the team to enhance their zone management skills and improve the efficient delivery of SBL’s products, ultimately contributing to an expanding Direct Store Delivery (DSD) rate and an increasing rate of sale at POS / WHLS level. Field Managers carefully ensure adherence to recommended prices across the entire channel, fostering a successful picture. Their commitment enhances overall performance and market presence cohesively.
The field manager has 4 main responsibilities.
Monitoring
• Volumes & values targets on a daily basis for sales force and distributors
• Commercial execution KPI (visibility, NND, visits, Picos rate…)
• % DSD in our total sales
• % premium brands in our total volumes
• Plan of conquest (POS and wholesalers)
• Ensures data integrity.
• Optimize the use of our SAS system for distribution for distributors sales force & own SBL SF
Management
• Communicates sales targets to the sales representatives & distributors for their region.
• Enforces the various regulations (safety, conflict of interest, working hours…)
• Regular communication of the information necessary for proper implementation in the region Identification of talents and low performers
• Develops classification criteria that reflect our RTC and Trade Marketing Strategy
• Maximize the consumer activations in the outlets of their area through the SBL Sales Reps
• Monthly meeting to evaluation for past month and incoming month.
• Conduct market intelligence under territory
Coaching (with the support of the sales capability manager)
Ensure the upskilling of sales representatives through individual or collective training.
• Way of sales
I. steps of the call
II. Data accuracy
III. Selling-out strategies (Width & depth)
5Rs of Trade marketing (Right product, Right place, Right Price, Right Quantity and Right time) ▪ Reporting framework
• Picos
I. Availability
II. Visibility
III. FIFO & planogram
Distribution management
This responsibility will be assumed with the support of the Head of the field manager, the sales representatives and the RTM manager.
• Follow up on the execution & implementation of Join Business Plan (JBP)
• Support distributors in their development to improve the coverage of their area and the management of their activities.
• Optimize the route-to-market through distributors to retail and increase the direct sales level of our distributors through sales representatives.
• Maintains a minimum of three working days’ worth of stock on a daily basis.
• Ensures distributors adhere strictly to recommended pricing for empties and products
• Be part of the weekly meeting with distributors and SBL’s team
Knowledge, Skills and Attitude
(1= basics, 2 = working level, 3 = high level, 4 = expert)
Knowledge
Route to market-3
Beer market and market environment-3
Trade Marketing-3
Product Knowledge-3
Logistics-3
Retail Classification-3
Horeca approach-3
Brand Marketing & Brand positioning-3
Skills
Cycle Planning-3
Sales and Operations Planning-3
Merchandising Techniques-3
Coaching / adaption of coaching styles-3
SAS – Database management-3
Financial – marges-3
Influencing-3
Key performance Indicators
• Volume and value shares (total target, target/distributors, target/brand and sku)
• % of premium brands / total brands portfolio
• Commercial execution KPIS (visit per day, NND, number of monthly visits, coverage of targeted POS….) – Conquest of new POS contracted (painting, billboard…)
• % DSD in SBL total volume
• Number of POS in SBL database
• Picos success rate (%)
• Level of knowledge and skills of the SBL Sales Force on Trade Marketing principles
• Committed, motivated, result oriented and high-performing team
Work Relations
Internal:
• Trade Marketing Department
• Route To Market manager
• Project Commercial Manager
• Channel Development Manager
• Sales and Administration department
• Logistics Department
• Events management
• HR Department
External:
• Distributors
• Key Accounts Off Trade
• Diverse suppliers
Note: The deadline for the application is no later than Friday, December 2nd 2024.
Only shortlisted candidates will be contacted
To apply for this job please visit qsourcingservtec.applytojob.com.