JOB DETAILS:
About us
EABL operates in a multicultural, multinational, and multicurrency environment. As a diverse and robust regional company, EABL's operations span several subsidiaries: Kenya Breweries Limited, Uganda Breweries Limited, International Distillers Uganda Limited, Serengeti Breweries Limited, UDV (K) Ltd, and East African Maltings Limited. Uganda Breweries Limited (UBL) is further divided into two segments: Supply, which handles the production of beer and spirits, and Demand, which focuses on marketing and driving consumer engagement.

This role is located within the Demand Sales business. The KAM is the high level contact between UBL and it’s key accounts and will be the “Push” Element in driving profits/NSV, volumes / brand growth. Role is also pivotal in driving trade innovation & creativity in key channels. The role has no contact and interaction with distributors and deals with off trade and future consumption.

This role requires that the job holder is 100% field based in DIVISIONS, with long periods unsupervised and extensive travelling with an occasional night away from home. The job holder works closely with the Off Trade Manager & Sales Operations & Strategy Manager

Market Complexity:
EABL (U) demand has 54% volume share of beer market. EABL (U) demand is the No.1 FMCG Company in Uganda and East Africa and also markets IDU brands. EABL operates in a very competitive environment that has seen the entrant of new players in the total alcohol category. This necessitates the need for pro-active business approach. EABL is dominant player in the Total Beverage Alcohol business. Various channels are important in distribution and availing the beer to consumers. Trade partnership is also crucial in ensuring that service to consumers is top notch in exceeding consumer expectations.

Market situation is changing rapidly due to the economic situation, declining disposable incomes and opening up of the economic trading blocs allowing in flow of products from other markets. Consumers are becoming more sophisticated. This requires proactive selling to maximize company market share. Trade is evolving and being more sophisticated especially at retail level.

There is increased threat from up-and-coming players in both beer and spirits especially in the lower and upper end market. The nature of competitors is complex with both illegal and established players operating within a market that has regulatory challenges. The outlets are more demanding, as they become more of profit units/driven vs. social. In certain markets the competition has grown up to even 50% of total alcohol from area centric competitors.

Competitors - Registered competitor field of 30+ companies operating across various market segments {Regional/brand specific/cultural segments}

Regulatory - Wide range of regulatory gaps and operators who rarely play within the set regulations, illicit brews, tax compliance.

Cultural - The alcohol market has a growing base of brews and locally made drinks that do not conform to set standards.

Distribution - EABL has distributors across the country, Keg Route Owners and MGDC’S who each face unique and area specific threats and require focused attention to achieve on targets.

Leadership Responsibilities:
This role involves internal liaison at middle/ senior manager level and high level of cross functional support. The KAM is a key strategic contact between UBL and trade partners and is expected to have high levels of respect/contact required. Two Area Business Partners, 4 Customer Relations Managers and all associated resources and budgets are managed by this role.

Purpose of Role:
To manage All Take home trade channels, all supermarkets & Convenient Stores, AFCOs, Duty Frees, Hotels, Clubs & Style bars and manage the development and execution of Key Accounts’ plans to achieve mutually defined objectives, profits/NSV and brand growth targets.

Role Responsibilities
• Develop Key Accounts Management Program and Business Plans with Distributor owners / with KPIs maximizing our RTM value chain and working to drive both volume “Push and “Pull” within both distributors and at the retail end.
• To define and deliver stretching Key Accounts business plans and the strategy for their implementation around a total alcohol, one portfolio approach.
• Identify emerging trade trends and insights. Able to build activity plans at Key Accounts level and innovatively implement at retail.
• Ability to work cross functionally within UBL both beer and spirits.
• Build KA and ABP training and development plans in conjunction with sales training (one portfolio beer and spirits).
• Develop CDOS plans and activities matching brands with opportunities.
• Ensure compliance with safety requirements at the work environment.

Qualifications and Experience Required:
Qualifications
• A bachelor’s degree in a business-related field or equivalent

Experience
• At least 4 years' experience with 2 years as Area Business Partner or Customer Relationship Representation