Sales Development (Capability) Manager

Dashen Breweries is a major player in the rapidly developing Ethiopian Brewery market. Our Vision is to be Ethiopia’s Number One Brewing Company and our Purpose is to “Delight Consumers, Enrich Communities and Enhance Ethiopian’s Progress”.

Our flagship Brands, Dashen , Jano and Bale’ageru are renowned for their great taste and quality. In addition to our Brewery in Gondar, we have a new leading edge Brewery at Debre Birhan, the first of its kind in Africa. Given the continued growth and future expansion of Dashen Breweries, the following opportunity exist.

Job Summary: -

To build and develop the capability of the commercial team embedding the sales way and IRVP standards into the organization on a consistent and continuous basis. Develop a team to successfully face the challenges of an ever-changing market to ensure we are the best equipped team in the market fighting to gain market share sustainably

Key Responsibilities

Support sales coaching and CAP assessment

• Apply key principles of coaching Sales Managers & Sales Representative in trade
• Apply CAP principles and coach RSM & ASM in their role in driving the process
• Review key success factors of effective CAP process management and make recommendations to sales managers to address gaps
• Support in trade CAP assessments of Sales Managers and Field Sales Representatives and assess sales execution skills
• Utilize the aspiration system (or appropriate alternative systems) to pull the correct competence guide and review reports showing competence progress by Sales Regions, and areas
• Identify, research and make available sales learning resources for sales managers and reps and identify gaps in terms of available resources
• Review monthly reviews of CAP progress principles.

Implement sales training

• In place systems and processes to ensure all reps and sales managers have attended sales rep and sales manager academy training
• Identify additional training for sales reps and sales managers
• Establishes and facilitates sales rep academy
• Review post course of training conducted to ensure continuous improvement of training
• Identify criteria for the evaluation of post-academy tasks

Optimize sales systems

• Evaluate the effectiveness of the current utilized sales systems and optimize it to provide value add information for sales
• Complete the sales capability development scorecard on the portal
• Review sales capability development reports and graphs

Required Qualification & Experience

• BA Degree in Sales, Marketing and Business Management
• Minimum 7 years in the field experience from merchandiser, market researcher, sales supervisor, area sales manager, and regional sales manager within the beverage or FMCG industry, ideally working across the full sales, trade marketing and marketing spectrum

Key competency & Behavioral Skill

• Soiled understanding of training practices, in the classroom as well as in the field
• Beer market
• Competitors knowledge
• Willing to travel nationally