Job Description
The role will support the Sales Director and the Commercial Leadership Team in unlocking significant value growth by bringing clear solutions supported by insights and strategic analysis, delivered with excellent project management and leadership skills to implementation. The holder of the role will look out for opportunities where we can be boldly advantaged and beat the competition.
The role holder is responsible for performance tracking of key initiatives, adherence to the detailed business process and key performance metrics.
The role holder works closely with Sales Director, Commercial Leadership Team (CLT), Commercial Finance Manager, Head of Beer, Head of IPS, Head of Mainstream Spirits, Divisional Performance Analysts (DPA) & Divisional Commercial Performance Managers (DCPM). DPAs and DCPM have a doted reporting line to the role holder.
Dimensions:
Leadership Responsibilities:
This position has a strategic thought leadership and implementation role with responsibility over collaborating with cross-functional teams across EABL Kenya, while supporting the Kenya Sales Director in implementing the Annual Operating Plan (AOP – Volume, NSV, GM & Operating profit)) and Commercial Strategic Agenda.
Purpose of the role
Support the development, seek alignment and steward the execution of EABL Kenya’s short and long-term Commercial Strategy in line with EABL Kenya ’s business strategy. Bringing pragmatic and well-rounded understanding to commercial strategic choices by ensuring alternatives are thoroughly evaluated and the optimum choices are made and then delivered against
To supervise and govern the implementation of identified key commercial initiatives (Contact and Coverage Strategy, RTC Strategy & exploding Spirits to 50b in F22 etc) and the AOP while offering support to the relevant implementation commercial teams to course correct in case of divergence with regular updates being made to the Kenya Sales Director.
To own the commercial organization’s data analytics strategy, driving data-related business changes to transform KBL Sales into a more analytics-driven one. Leads any projects around Business analytics and business process improvements – for example, building BI systems and dashboards, SFA and Distributor Management System (DMS) enhancements.
To drive robust planning processes across the commercial organization to ensure that excellent forecasts, planning -JUCP, JUBPs, account plans are developed and implemented
To support the Sales Director in execution of the AOP and commercial IBOs while holding the Commercial Leadership Team (CLT) and other business partners to account for delivery of their plan commitments
To work with the Kenya Sales Director and CLT to find opportunities that drive value for the business. Turns identified business insights into action and facilitates the right process, including engagement of others to deliver or beat the plan
To work as a business partner for the CLT to deliver solutions to the “Highest Value at Stake” (HVAS) issues and opportunities confronting the business. To lead or support this work when required (e.g. Leads target setting and SIP, contact and coverage strategy, board papers & presentations for commercial, Commercial performance routines; supporting the development of commercial business cases and annual strategic planning – Trade & Category strategy, Channel Review Day, Marketing Business Plans (MBPs), Commercial plans, cooler strategy, Scenario planning, Sales incentive development and tracking etc
Providing governance of the overall commercial plan by ensuring efficient sales force productivity of the 250+ employee in the sales organization, assets deployment (POSM worth ~1b KES) and optimal utilization in trade
Top 3 – 5 Accountabilities
Data and Analytics
Provides analytics support and insight to drive company performance
Design BI dashboards and alarm mechanism to measure business performance KPIs vs targets
Design and generate ad hoc reports/dashboards to address business needs
Define and drive analytics and BI initiatives based on the commercial team needs
Aggregates data to make significant insights to strategically advance overall business objectives.
Provides leadership and mentorship to evolve the analytics capability of the sales team to enable deviation from a traditional center-based model.
Data quality and governance
Stakeholder Management and Influencing
Facilitate, lead and communicate key commercial strategic Initiatives in line with the AOP and Commercial Strategy
Ensure that the CLT and Other Business Partners AOP and commercial Strategic Commitments are met – delivery of the F22 – 100b ambition, governance to implement the ~3b BTL to deliver AOP
Ensure work requirements on confidential “high value at stake” transactions are met
Ensure detailed identification, exploration, analysis of transactions / projects that create value for the commercial team in line with agreed strategic direction and financial investment criteria
Business Partnering & Project /Change Management
Participate, influence and add new value in business issues. Highlight and action potential opportunities and risks
Constructively challenge, input and enhance value in key business areas and drive outstanding business performance through rigorous business planning, forecasting and valuation modeling
Drive projects outside day-to-day activities that involve the commercial organization
Ensure timely delivery of key commercial strategic, data and analytics projects
Commercial Performance Routines & People Performance
Define, cascades and implements business processes, performance routines and rhythms towards achieving and governing the commercial plan.
Provide the oversight to drive the rigor and quality of performance routines to ensure salesforce effectiveness
Mentor and develop others across the commercial organization
Align/upgrade capabilities to business agenda and build cross functional team working skills
Providing and cascading salesforce simplification and productivity solutions and coaching to improve commercial team effectiveness
Qualifications & Experience Required
Business Degree level with strong academic record
Strong understanding of field sales, Sales Operations and analytics – MBA
6 –8 years FMCG experience, which must include extended period within sales operations/management and business analytics
Good relationship management and interpersonal skills
Excellent communication, influencing and negotiating skills
Excellent understanding of strategy development and implementation
Good understanding of project/change management
Presentation, report writing and research skills
Self-starter with high levels of energy and commitment
Multifaceted and creative with an ability to work on own initiative as well as be a team player
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diageo.wd3.myworkdayjobs.com
