Job Description

To plan, direct and manage the business development of Processed Foods, Dairy and Non-Alcoholic Beverages Operations in East Africa so as to maximize sales and profit by supporting and driving the team to deliver on budget turnover and profitability.

The Regional Sector Lead represents the entire range of F&B products and services to assigned customers except alcoholic beverage, to assigned customer in selected countries. Responsible for achieving objectives, KPI’s and targets at assigned key customers and develops new customers in a manner that will achieve short- and long-term profitable account growth.

• Working alongside technical team, marketing and sector specialists for the various sectors – Process Foods, Dairy and Non-alcoholic beverages – to deliver value advantage to the customers and win business hence growing market share against competition.
• Manage the sales operations and deliver the budgets within the agreed operational costs and capital expenditures
• Identify the market potential for regional and local key accounts so that we can focus them with the local teams.
• Bring the innovations to win more profitable business.
• To initiate, implement sales and profitability programs for direct sales to achieve sales targets and superior customer satisfaction for beverage customers.
• To establish and manage an efficient customer service and distribution function to customers by anticipating, assessing and specifying customer driven service options to create competitive advantage.
• Responsible for achieving objectives, KPI’s and targets at assigned key customers and develops new customers in a manner that will achieve short- and long-term profitable account growth.

Responsibilities Include

• Participate in the integrated SBU planning process through development of annual customer plans and forecasts
• Proactively assesses, clarifies and validates customer needs on an ongoing basis and provide appropriate product information.
• Identify sales opportunities through networking, prospecting, cold calling, online research to meet Sales and Profit targets within the assigned territory – East Africa (Kenya, Uganda, Tanzania, Rwanda and Zambia) within processed, foods, Dairy and non-alcoholic beverage sectors.
• Coordinates the involvement of company personnel, including support, service in order to meet account objectives and targets.
• Drive innovations to meet NPI and NTW targets in the target sectors
• Manage the execution of account contracts and agreements and ensure that customers comply to set company sales procedures.
• Manage and penetrate customers at all levels and develop and maintain relationships with commercial and non-commercial teams within assigned accounts
• Prepare and deliver effective selling presentations and proposals and provide after sales service

Managerial Responsibility

• Manage the accounts managers and Country Managers handling Processed Food, Dairy and Non-alcoholic Beverages within the assigned territory
• Has full managerial responsibility, has direct reports, assigns work to staff, provides coaching and training, sets goals, is accountable for performance evaluation, plans staff development, and makes and approves people management decisions either alone or in collaboration with management and P&P (including recruitment, promotions, terminations, and compensation).

Skills, Certification or Special Training Required

SKILLS, QUALIFICATION & COMPETENCIES

• Graduate degree in Chemistry, Food science or Chemical Engineering

• At least 7 years progressive Experience in Business to Business selling (preferably in Chemical Industry), some of which must be in managing a team.

• Strong people management skills

• Experience and understanding of P&L

• In-depth understanding of the market

• Must have the ability to work independently, take initiatives and manage priorities

• Excellent communication and organization skills is highly required

• Ability to develop and sustain productive customer relationships

He /she must be self-driven with a “can do” attitude and passion to achieve results under minimum supervision.

Experience working in production in a brewery or brewing plant will be a distinct advantage.