samedi 19 octobre 2019 | Pays : Cameroun | Localité : DOUALA | Annonceur : UCB - Union des Brasseries du Cameroun - Contacts entreprise : recrutement@sa-ucb.com - Marketing

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REGIONAL SALES MANAGER

PURPOSE

Maximises return on investment and growth of brand equity in the Littoral Region by:

• Developing and executing the Region channel plan
• Delivering volume, share, distribution and rate of sales targets in line with the Trade Strategy
• Engaging and developing the required resources
• Building strong relationships with trade partners

CONTEXT

• UCB’s aim is to grow its market share of beer, soft drink and water and drive growth in its profits through existing and new brands.
• Sales force and distributors are critical to this success. A strategic initiative is to grow the distribution of our products from x% to 95% in the region over 3 years.
• The effective management of the team is crucial to driving long-term growth of our brands.
• UCB’s Sales force varies in experience, ability and focus on growth. Recruitment and development of the human resources is constant and ongoing.
• The potential of the region is more than x million crates of beer per month.
• Delivering the strategic plan targets it is vital for UCB to remain a major player at POP   

DIMENSIONS

• Delivers up to xk Hl per annum by F25
• Contributes   X   million   FCFA   Profitability   with   Y million FCFA Discretionary Budgets
• The   role   is   80%   Field   Based,   reporting   to   the Commercial Director.
• The  role manages a “PUSH” and “PULL” team of sales force.

QUALIFICATION MINIMALE (Savoir)

• University Degree (preferably MBA) in Business or related fieldAnd at least 5 years track record in a senior Sales / Marketing / Customer facing role

CONNAISSANCES REQUISES (Savoir-Faire)

Functiona lCapabilitiesInsights (Experienced)

• Deeply explores information and challenges in order to uncover  consumer/  customer  needs  &  motivations.
• Selects the most relevant information to generate insights that unlock growth.  
• Is highly effective in distilling the implications of the insight  for  the business/brand /customer and ensures implementation remains true to the insight.

SMC (Experienced)

• Uses all sources of SMC (Consumers Driven Outlets Segmentation) information to uncover growth opportunities and drive the prioritisationof brands/ commercial activity.
• Coaches other in the value & application of SMC

Trade Strategy (Experienced)

• Seeks information from a broad range of internal & external sources to identify opportunities to unlock growth.
• Focuses on the development of a Trade Strategy to achieve both strategic & brand objectives.
• Ensures identification of organizational implications.

Commercial Planning (Mastery)

• Fully exploits all market opportunities, proactively sharing issues & opportunities across channels. 
• Redirects resources to deliver future activities based on evaluation of the past.

Managing Relationships (Mastery)

• Engages with senior contacts to gain long term support to our mutual benefit.     
• Is highlyskilled in fostering commitment and resolving conflict. 
• Can handle tough situations through advanced negotiation skills and effective, collaborative cross-functional team working. 

Sales Drivers (Experienced)

• Adopts tried & tested activities for development locally.  
• Prioritizes Sales Drivers by channel, segment & customer to optimize return on investment. 
• Evaluates activities against consumer/ shopper impact & customer compliance.
• Adherence to the Marketing Code.

NEED TO BE

Leadership Capabilities Ideas (Experienced)

• Combines    sound    commercial    experience    with    a rational  and  logical  approach  to  problem  solving  to generate commercially viable initiatives.

Living the Values (Experienced)

• Consistent actions reflect a strong personal commitment to consumers, customers and brands.
• Maintains   integrity   and   generates   trust   in   others across a range of situations.

Emotional Energy (Mastery)

• Inspires others around a motivational vision.
• Wins heartsand minds of collaborators in order to deliver transformational changes

Edge (Experienced)

• Drives own performance against clearly defined priorities. Knowswhen to say ‘no’
• Takes  a  personal  stand  behind  what  is  right  for  the business. 
• Willing  to  take  somepersonal  risk  when doing this.

People Performance (Mastery)

• Is influential at the highest levels and through coaching and  development  builds  teams  of  Diageo  world  class standard.

COMPETENCES (Savoir-être) / Experience

• Sales or relevant industry related experience in FMCG, ideally beverage industry, with experience of managing customers of all levels
• Prior experience in a brewing company is an advantage
• Strategic vision
• Deep understanding of the Big Picture (macro PESTEL etc)
• Strong leader, coach, trainer and facilitator
• Finance, business management
• Key Account Management
• Bilingual English / French is an advantage
• Healthy and physically robust
• Computer literate (Microsoft Office)
• Good driver with a valid license

COMPOSITION DOSSIER DE CANDIDATURE

• Demande d’emploi
• Lettre de motivation
• CV actualisé
• Photocopie CNI
• Photocopie du dernier diplôme

COMMENT POSTULER

• Envoyer le dossier à l’adresse recrutement@sa-ucb.com
• Ou A la guérite de la Direction Générale d’UCB sis à BASSA/Douala
• Ou encore Déposer dans l’un de nos centres