Job Summary
Responsible for the commercial performance, sales growth, distribution expansion, and route-to-market strategy for all Holland Dairy markets outside Addis Ababa. The role owns regional sales volume, revenue, and profitable-growth targets, while leading regional commercial partners, managing upcountry sales teams, and ensuring reliable product availability in coordination with supply chain and logistics.
Key Responsibilities
Deliver agreed sales volume, revenue, and profitable-growth targets for all markets outside Addis Ababa.
Develop regional growth plans and own the route-to-market using direct distribution, distributors, mini-distributors, or regional hubs.
Recruit, manage, and develop distributors and other regional commercial partners against clear targets and service standards.
Lead and coach regional Field Sales Representatives with clear objectives for outlet coverage, customer acquisition, distribution, and execution.
Identify new upcountry locations to penetrate and prepare clear market-entry strategies while increasing numeric distribution using SENRI and sales data.
Run structured weekly and monthly performance reviews and translate performance gaps into clear actions.
Work with Supply Chain, Warehouses, and Logistics to ensure reliable availability, efficient delivery, and cold-chain execution.
Support regional launches, trade-marketing activities, and build strong stakeholder relationships through frequent market visits.
Recruit, develop, and manage the Upcountry Sales team according to the Holland Dairy Culture and Trust Pyramid.
Educational Qualification & Experience Requirements
Education
Degree in Business, Marketing, Management, Economics, or a related field. Professional proficiency in Amharic and English is required, with other Ethiopian languages considered an advantage.
Experience
Minimum 8 years of relevant sales experience, preferably in FMCG, with background in regional sales, distributor management, and leading Field Sales teams (experience in dairy, food, beverages, or cold-chain distribution is an advantage).
Required Skills & Competencies
Good understanding of route-to-market design, territory management, data-driven decision-making, planning, problem-solving, and cold-chain execution.
Willingness and ability to travel extensively throughout Ethiopia with a sales-driven, results-driven, and target-driven attitude.
Required Skill Tags:
Customer Relationship Management (CRM), Leadership & Team Management, sales-performance management, and Sales Force Automation/Excel skills.
Desired Skill Tags:
Distributor management, cold-chain distribution, and multi-language proficiency.