Mid-Level, Senior
Draught Operational Manager
Position Title:
Draught Operational Manager
Location:
Addis Ababa
Application Closing Date:
October 28, 2026
Job Purpose
The Draught Operational Manager is responsible for driving draught beer sales growth, commercial execution, outlet development, and asset productivity across the assigned territory. The role owns the commercial performance of the draught channel by leading outlet acquisition, distributor management, customer relationship development, route-to-market execution, and field sales team performance.
The position works closely with Trade Marketing, Technical Services, Key Accounts, and Distributors to maximize draught volume, profitability, outlet productivity, and consumer experience while ensuring sustainable growth of the draught business.
Key Responsibilities
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Deliver monthly, quarterly, and annual draught volume, revenue, and market share targets across the assigned territory.
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Identify, recruit, and develop new draught outlets and business opportunities.
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Manage and grow existing draught outlet portfolios through strong customer relationship management and commercial planning.
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Lead, coach, and develop Draught Sales Representatives to achieve individual and team performance targets.
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Ensure flawless execution of company sales strategies, promotions, visibility programs, and consumer activations across all draught outlets.
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Optimize deployment and utilization of draught equipment, cooling assets, towers, and branding assets in collaboration with technical teams.
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Manage distributor relationships, stock availability, order fulfilment, and route-to-market effectiveness within the territory.
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Monitor competitor activities, pricing, outlet expansion, and market trends to identify growth opportunities and risks.
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Support the implementation of trade marketing initiatives, outlet activations, sponsorships, and consumer engagement programs.
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Prepare business performance reports, monitor KPIs, manage territory budgets, and provide accurate forecasting and action plans.
Job Requirements
Education
- Bachelor’s degree in business administration, Marketing, Sales, Economics, Management, or a related field.
Experience and Skills
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Minimum 4-6 years of sales experience within FMCG, brewery, beverage, hospitality, or related industries.
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Minimum 2 years in a supervisory, territory management, or sales leadership position.
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Experience delivering commercial targets and leading field sales execution.
Preferred:
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Strong understanding of FMCG sales operations, route-to-market management, and commercial execution.
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Knowledge of on-trade channel management and customer relationship management principles.
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Experience managing draught beer or beverage alcohol portfolios.
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Experience in outlet recruitment, commercial negotiations, and customer development.
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Experience leading and coaching field sales teams.
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