Main Purpose of Job:
Leads the administrative and operational management of Traditional Trade deployed for the Kenya Cluster Member
Work with Cluster Customer Marketing Manager, Cluster Member Head and Sales and operations manager to support to execute customer programs in local market
Coordinate with local sales team to identify customer priorities and insights
Main Responsibilities:
Achieve NS and profit targets per budget for Traditional Trade.
Lead traditional Sales associates and distributor sales organisation to achieve IMS targets as per country plan
Control and Manage trade spending for Traditional trade.
New product listing and achieve their sales target.
Implement price strategy defined by SCJ.
Generate reports required by organization: sales, stock level, sell through, etc. through the Distributor.
Support execution of CTL initiatives driven by Sales Operations and marketing.
Implement promotional activities and trade programs in Traditional Trade and emerging chains.
Prepare and Present Monthly reviews to Senior Management with Distributor
Identify and Action Distribution Opportunities
Develop solid business relationships with all customers and support personnel
Track and monitor Merchandising Company performance in emerging chains. Attend regular review meetings. Serve as interface between merchandising company and national Distributor
Attend monthly Demand Meetings in order to ensure accurate volumes (by account), are incorporated into the S&OP/Demand Forecasting process
Develop, negotiate and implement effective promotions in emerging chains and conduct Post Implementation reviews for them
Monitor and Track implementation of promotional activity. Follow up noncompliance (where relevant) with relevant accounts
Grow and increase Retail Numeric distribution countrywide as per budget
Processes
Manage Trade spend as per approved budget
Executes and monitors promotions (do pre and post ROI analysis, in collaboration with Local CM and Sales operations)
Ensures timely and excellent execution of agreed FOCO plans
Participate in local S&OP process, and own the Traditional Trade country demand management process
Support Services
Leads local tracking of distribution performance, competitive activities, trade sales and inventory
Leads tracking of Merchandising performance in emerging chains
Distributor Management
Serve as Key contact person between SCJ and Distributor on day to day sales activities
Ensure Distributor achieves targets for IMS, stock levels and numeric distribution as per set targets
Collection of receivables from Distributor
Position Requirements
Required Experience and Qualifications:
Prefer Post Graduate qualifications in a related field
At least 5-7 years in Sales Management FMCG and a Field Sales/Sales Management role
Knowledge of the categories, pertinent key customers, and key competitive set
Key Competencies/Skills:
Clear understanding of Traditonal Trade in the local market.
Understands SC Johnson’s processes, and the interplay between the categories
Demonstrate ability to manage up and across organization.
Multi-function and multi-tasking abilities
Strong Computer skills, Microsoft Office
Delivers results
Manages executions diligently, with keen attention to details
Manage disagreements
Team building skills
Values others, and cultures
Self-starter and Acts with integrity
Analytical Skills
Negotiation skills
Ability to work under pressure
Communication and presentation skills
You need to be legally eligible to work in country of application
