INTERNAL/EXTERNAL VACANCY ANNOUNCEMENT 

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 and Enrich Communities”.

 Our flagship Brands, Dashen and Balageru 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 Title: Commercial Director

Location: Addis Ababa with frequent travel in the country 

Commercial Director Job summary

To provide Sales, Operations and Marketing (trade) leadership to the Dashen Breweries S.C. (DBSC) business in Ethiopia through the development, implementation and execution of insight-based consumer and customer Sales, Marketing and Trade Marketing strategies and activity programs that enables to lead and develop the capabilities of commercial team and lead to achieve the vision of the company.

Commercial Director Job Duties and Responsibilities

Strategy:

• Define the portfolio Commercial strategy according to Dashen Breweries vision and purpose aiming to accelerate growth for the DBSC business in Ethiopia, including identification of insight-based opportunities; communicate the strategy across the business and work with other members of the DBSC leadership team to ensure effective implementation of the agreed strategy.
• Develop insight-based commercial strategies and targets for each brand in the portfolio.
• Lead the production of annual Commercial plans for each brand in the Dashen portfolio, to deliver annual brand and business objectives and targets, ensuring that the plans are in line with the brands’ strategies and integrated with Sales’ plans and activities. 
• Lead the creating and maintenance of a calendar of Commercial activities for all brands in the portfolio and provide status reports as relevant including cycle briefs. 
• Lead the brand health and competitor monitoring processes.
• Develop competitor response strategies and plans as required to protect the market position of DBSC brands.
• Lead the effective management of information support system & processes including market data, trade research, shopping behavior, outlet database by area, etc.
• Monitor sector market activities through regular market visits and research and other data; work with the Marketing and Sales team to recommend responses to sector market activities when necessary to protect the market position of DBSC brands. 
• Determine the pricing strategy for each brand in the portfolio by providing inputs based on market information and competitor analysis
• Work with Chief Executive Officer to set the Commercial target for the year.

New and old product development ideas (Innovation):

• Monitor consumer trends and industry developments to identify opportunities for the DSBC portfolio.
• Lead the sales health and competitor monitoring processes
• Ensure that project tasks are on schedule and provide guidance and direction to project teams as required
• Lead and supervise the development of launch plans for new brands, product variants and pack formats

Managing and development of commercial team:

• Develop and implement change and improvements in ways of working in Commercial function
• Lead the commercial team in best practice processes and develop their capabilities through performance management, coaching and identification of training needs.

 Management of third-party Sales agents:

• Develop performance management processes for third-party Sales agents, Retailers and Distributors, consultant and suppliers used by the commercial function and supervise the use of the processes by the commercial team.
• Ensure that regular performance reviews are carried out and address performance issues as they arise

Budget:

• Determine the Budget requirement to meet sales targets and manage the allocation of the annual sales budget across sales and activity programs
• Determine the marketing and trade marketing expenditure required to meet brand and business objectives and manage the allocation of the annual marketing budget and trade marketing activities across brands. 
• Ensure that the commercial team monitor and report on all expenditures. 
• Work with the CFO to ensure accurate accruals and expenditure forecasts are prepared.

External network:

• Represent DBSC as appropriate at meetings and events for industry associations such as Ethiopian Brewers Association, advertisers’ associations and local community groups.

Job Requirements

• MA or BA Degree in Sales or Business Management
• At least ten years of sales and marketing experience in the alcoholic beverage industry and experience with distributor practices
• 3-5 years of senior leadership experience, preferably in the beer industry
• High level of commercial and business understanding
• Sound knowledge of the local and international beer industry
• Excellent sales and negotiation skills
• Very personable and capable of persuading people
• Excellent influencing skills
• Team management and leadership skills, ability to motivate staff
• Experience in people management
• An innovative and creative person
• Strong Rout to Market (RTM) development and implementation skill

How to Apply

Before 10^th of January 2022.

Interested applicants who met the minimum requirements should send their application letter and CV via: jobs@dashenbeer.et or in person at Dashen Brewery Share Company, Gondar and Debrebrehan Plants or in Addsi Ababa, located around 22 roundabout at Dashen Brewery Head Office Building. 

Note: Mention "Commercial Director" on the subject line of your email. Only shortlisted applicants shall be contacted.