Purpose of Role: <\/p>\n
The Territory Management Representative is expected to drive the highest standards of executional excellence through the implementation of business plans, cycle activity, building customised plans for priority accounts against nominated growth drivers. The Territory Management Representative will cover the retail outlets on the basis of a pre-assigned route\/plan and ensure that these plans are accomplished brilliantly at the point of sale and also to meet the brand, volume, merchandizing and promotion objectives for each outlet while maintaining controls & compliance.<\/p>\n
Role Responsibilities: <\/p>\n
Execution Excellence \u00b7<\/p>\n
\tIdentify the everyday minimum execution standards for the customers we work with and understand the 365 Essentials principles and how they translate into these execution standards.
\n\tNavigate a sales call\/appointment using the clearly defined and tried commercial selling skills to understand customers\u2019 needs and match them to the business propositions.
\n\tSelling and listing new and existing products\/brands in outlets.
\n\tUse tried selling techniques to deliver propositions that exceed customer expectations, satisfy needs and create \u2018win, win, win\u2019 opportunities to ensure distributor coverage and call frequency targets are achieved.
\n\tPersuasive selling to deliver a customer proposition; using knowledge of customers to write winning persuasive customer propositions that are used to achieve\/exceed objectives.
\n\tCommercial Competence – have a good understanding of the commercials (spend, volume, margin, etc) to make good business decisions that drive profitable growth for Diageo and its customer. Also, to have a deep understanding of the various financial levers at our disposal and can use these to positively impact Diageo and our customer’s P&L.
\n\tUse the processes, tools and plans provided to ensure brilliant execution by building customised plans for priority accounts against nominated growth drivers and ensure that the plans are driven brilliantly at the point of sale. To coordinate the overall execution agenda of the customers we work with.
\n\tTo balance the short-term needs with a mid-term perspective and a disciplined activity management approach.
\n\tAbility to implement, supervise and improve adherence to the minimum execution standards by segment as defined by the market to drive growth. Owning the measurement of the minimum execution standards in the customers we work with and reporting back the results to the sales organisation on an ongoing basis.<\/p>\n
\u00a0Controls and Compliance<\/p>\n
\tAdhering to the compliance measures put in place, as articulated in the various global and local standards, policies and all applicable manuals including the Code of Business Conduct.
\n\tAdherence to Internal process controls, GAR and External Audit reviews.
\n\tPartnership with the Commercial Operations team, to ensure awareness and adherence to all applicable compliance matters, including changes to existing policies\/guidelines as well as newly introduced policies\/guidelines.<\/p>\n
Experience \/ skills required: <\/p>\n
\tA business-related degree or equivalent
\n\t2 years\u2019 experience in analytics and at least 2 years in a field sales role.
\n\tStrong attention to detail.<\/p>\n
Competencies:<\/p>\n
Leadership:<\/p>\n
\tWin through Execution – lead ambitious executioa fast pacedoving world.
\n\tInspire through Purpose – amplify our purpose internally and externally.
\n\tShape the Future – create focus and ownership for crafting Diageo\u2019s future ambition.
\n\tInvest in Talent – harness the full extent of Diageo\u2019s talent and diversity.<\/p>\n
Functional Competencies:<\/p>\n
\tPlanning and Developing Executional standards
\n\tCore Selling Skills
\n\tCustomer Proposition
\n\tBrilliant Execution
\n\tNegotiation Skills
\n\tCommercial Competence<\/p>\n
Apply Through:<\/p>\n
diageo.wd3.myworkdayjobs.com<\/p>\n","protected":false},"author":2,"featured_media":0,"template":"","meta":{"_promoted":"","_job_location":"","_application":"http:\/\/diageo.wd3.myworkdayjobs.com","_company_name":"Diageo","_company_website":"http:\/\/www.diageo.com","_company_tagline":"Diageo is the world\u2019s leading premium drinks company, a business built on the principles and foundations laid by the giants of our industry.","_company_twitter":"","_company_video":"","_filled":0,"_featured":0,"_remote_position":0,"_job_salary":"","_job_salary_currency":"","_job_salary_unit":""},"job_listing_region":[692],"job-categories":[697,693,694],"job-types":[687],"class_list":{"0":"post-94505","1":"job_listing","2":"type-job_listing","3":"status-publish","4":"hentry","5":"job_listing_region-nairobi","7":"job-type-full-time"},"jetpack_sharing_enabled":true,"_links":{"self":[{"href":"https:\/\/jobs.dataaxisnode.com\/kenya\/wp-json\/wp\/v2\/job-listings\/94505","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/jobs.dataaxisnode.com\/kenya\/wp-json\/wp\/v2\/job-listings"}],"about":[{"href":"https:\/\/jobs.dataaxisnode.com\/kenya\/wp-json\/wp\/v2\/types\/job_listing"}],"author":[{"embeddable":true,"href":"https:\/\/jobs.dataaxisnode.com\/kenya\/wp-json\/wp\/v2\/users\/2"}],"wp:attachment":[{"href":"https:\/\/jobs.dataaxisnode.com\/kenya\/wp-json\/wp\/v2\/media?parent=94505"}],"wp:term":[{"taxonomy":"job_listing_region","embeddable":true,"href":"https:\/\/jobs.dataaxisnode.com\/kenya\/wp-json\/wp\/v2\/job_listing_region?post=94505"},{"taxonomy":"job_listing_category","embeddable":true,"href":"https:\/\/jobs.dataaxisnode.com\/kenya\/wp-json\/wp\/v2\/job-categories?post=94505"},{"taxonomy":"job_listing_type","embeddable":true,"href":"https:\/\/jobs.dataaxisnode.com\/kenya\/wp-json\/wp\/v2\/job-types?post=94505"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}