Head of Sales Operations
Location: Kampala, Uganda
Company: Diageo (through its subsidiary Uganda Breweries Limited – UBL)
Job Level: Senior Management
Reporting To: Commercial/Sales Director
About the Company: UBL is a subsidiary of EABL, which is owned 98.2% by EABL and 100% by IDU. Diageo, in turn, owns 50.03% of EABL. UBL operates within a multicultural, multinational environment, categorized into Demand and Supply functions. The Supply business involves beer and spirits production, while the Demand business focuses on marketing and selling products through RTM partners and retailers to consumers.
About the Role: The Head of Sales Operations plays a crucial role in UBL’s short-, medium-, and long-term strategies, focusing on developing systems and processes to enhance overall sales effectiveness and achieve sales KPIs. This role serves as the primary contact between UBL and the sales team, responsible for sales operations support. It requires close collaboration with the Commercial Director, sales back-office support teams, key stakeholders in Supply and Finance, as well as building business relationships within Sales, Marketing, and senior management.
Financial Responsibilities: In alignment with the Annual Operating Plan.
Market Complexity: UBL holds a significant position in the Total Beverage Alcohol business, with a strong market share in both beer and spirits. The market is competitive with new entrants, regulatory challenges, and evolving consumer preferences. Retailers are becoming more demanding, and consumers more sophisticated, requiring innovative approaches to brand engagement. Trade partnerships are crucial for exceeding consumer expectations.
Leadership Responsibilities: Monitor and evaluate Distributors, RTC, and team performance, proposing clear actions for improvements and growth.
Role Responsibilities:
- Collaborate with the Commercial Director to develop and manage the Annual Sales budget.
- Provide reporting and dashboard management for the sales force.
- Define KPIs and sales force performance metrics.
- Develop efficient systems to measure and support sales team performance.
- Drive RTC implementation for distribution gains and competitive advantage.
- Enhance sales capability and commercial standards.
- Drive transformation in commercial standards and sales execution at retail and distributor level.
Qualifications and Experience Required:
- Bachelor’s degree in a business-related field.
- Minimum 3 years’ experience in a similar role with 3 years of managerial field sales experience.
- Strong track record in People Management & commercial roles within consumer goods.
- Analytical skills, problem-solving mindset, and project management expertise.
- Ability to manage and prioritize across a broad portfolio of responsibilities.
- Attention to detail, collaborative approach, strong influencing and people management skills.
Primary Location: Kampala, Uganda
About Diageo: Diageo celebrates an inclusive and diverse culture, valuing everybody irrespective of background, disability, religion, gender identity, sexuality, or ethnicity. Their purpose of “celebrating life every day everywhere” reflects inclusivity. They aim to become the best performing, most trusted, and respected Consumer Products Company globally, relying on creativity, boldness, and a sense of purpose.
