Summary
Date Posted: Wednesday, December 11 2024, Base Salary: Not Disclosed

JOB DETAILS:
Job Description :
Reports To: Head of Commercial Operations & Divisional Sales Manager (Dotted line)

Context/Scope
EABL operates within a multi-cultural, multinational, multi-currency environment. EABL comprises four business units: UBL, EAML, CGI and KBL. UBL is further categorized into Demand and Supply. The Supply business is involved in production of beer and spirits. The Demand business is involved in marketing and selling the product to consumers.
This role is located within the commercial division. The Commercial Performance Manager role will be critical to the overall UBL short-, medium- and long-term strategy in developing and driving our trade strategy and operational excellence within retail outlets and distributors.
The job holder works closely with the Trade Management & Development Representative, Market Development Representative, Marketing & Customer marketing teams, Regional Sales Manager and Divisional Sales Manager.

Role Dimensions and Scope
Financial
Management of the Sales teams and sales tools to assure return on EABL’s investment through volume and NSV growth.

Market Complexity
UBL demand has 60% volume share of beer market and 52% volume share for Spirits. KBL demand is the No.1 FMCG Company in Kenya and also markets UDV brands. KBL operates in a very competitive environment that has seen the entrant of new players in the total alcohol category. This necessitates the need for pro-active business approach. The national distribution structure within the Kenyan alcohol market is key to KBL delivery of both volume growth and market share.
Market situation is changing rapidly due to the economic situation, declining disposable incomes, County Government legislation on Alcohol and opening up of the economic trading blocks allowing in flow of products from other markets. Consumers are becoming more sophisticated in the choice of drinks offered in the market. This requires proactive selling to maximize company market share and value share. Trade is evolving and being more sophisticated especially at retail level.
Leadership Responsibilities
Win through Execution
• Lead bold execution in a fast-moving world.
• Demand brilliant execution to ensure we always win at the point of purchase.
Inspire through Purpose
• Amplify our purpose internally and externally.
• Demand brilliant execution to ensure we always win at the point of purchase.
Shape the Future
• Create focus and ownership for shaping Diageo’s future ambition.
• Set context and empower people to experiment and unlock opportunities for growth.
Invest in Talent
• Harness the full extent of Diageo’s talent and diversity.
• Build and coach diverse teams to unlock performance and growth.
Purpose of Role
• To ensure that the Commercial Performance Reporting, Routines and processes are understood, that users are trained to use the systems and that business processes and working practices across the division and distributorships are in line with Diageo Way of World-Class Selling and Code of Business Conduct.
• Leads the implementation and embedding of the customer marketing routines to deliver the cycle brief/ad hoc activities within the agreed timelines in the MBP, management of the execution within the customer marketing framework and within the M&E framework & Develops tracking and alarm mechanism to measure performance of the KPIs vs target, sets the rhythms to review and course correct in case of any deviations.
• Identifies factor affecting individual performance within the performance management framework – Competence, Capability and Commitment, formulates remedial actions with collaboration with the line managers and follows through for closure of the actions.
• Manage all promotions, Cycle and tactical by ensuring the mechanics can be run in DMS, the resource management process is clear for both commercial finance team the field sales team. Advice the activity lead where mechanics have a control gap and recommend on how it can run in DMS.
• Manage any risks for both distributors (Debits) and UBL business by consistently monitoring all resource utilization and calling out risks and sharing mitigation plans.

Role Responsibilities
Performance Management and Insights Generation
• On an ongoing and ad hoc basis reports on and verifies daily, Weekly and monthly Key performance Indicators (KPI) are updated based on the division needs.
• Identifying and understanding performance trends, assessing performance against targets and ensuring action plans and initiative are agreed with the DLT and implemented to close these gaps and achieve business objectives.
• Analytics capability support for the divisional distributor super user network.
• Ad hoc divisional sales data requests.
• Process and analyze large data-sets, producing clear findings and recommendations.
• Proactively seek out opportunities to add value to the business.
• Analyzes data trends and complex divisional problems to recommend solutions or strategies.
Driving optimal and efficient usage of systems and tools of trade (DMS, Trax, CPM) to simplify trade execution in trade.
• Distributors are optimally using the DMS tool to effectively and efficiently manage their businesses.
• Primary point of contact of help for any system related issues for the division sales team and the distributor
• Capability support for the sales team on insights generations and usage of system
• Analyzing and proposing any new system requirements to serve current and future need.
• Fleet management – ensure the sales have their cars in good working condition, are utilized as per the Vehicle policy and within the budget allocated. Follows up on repairs and maintenance as per the policy.
• Coupa – management of the POs lifecycle.
Business Partnering & Project /Change Management
• Participate, influence and add value in business issues affecting commercial planning. Highlight and action potential opportunities and risks.
• Constructively challenge, input and maximize value in key BTL plans/activities and drive exceptional business performance through rigorous commercial planning, forecasting and performance routines.
• Ensure timely delivery of key customer marketing related projects and divisional tactical activities that enable in delivery of performance and business reputation.
Commercial Planning Performance Routines & effectiveness
• Define, cascades and implements business processes, performance routines and rhythms towards achieving and governing the implementation of the business unit plans.
• Oversight to drive the rigor & quality of performance routines to ensure effectiveness in sales force and distributor management.
• Providing and cascading salesforce simplification and productivity solutions and coaching to enhance commercial team effectiveness.

Sales force management and reporting
• Keep DSM’s,RSM’s,TMDR’s,MDR’s fully informed at all times of objectives, progress and future Below The Line action plans so that effective planning and in-market activities can be implemented in a timely, efficient and effective manner
• Manage budgets and BTL assets to ensure that resources are secure and used in the most efficient and effective manner.
• Provide information and reports on performance to ensure that the sales, Customer Marketing and DLT are fully informed at all times.
• Manage contracted retail outlets in terms of contract compliance, optimal maintenance and placement of company material.
• Implement national presence marketing and promotion programs with optimum use of resources and materials in order to achieve the highest in-store visibility and sales performance for the key strategic brands throughout the division by gaining the active support of the trade through the Sales Force.

Qualifications and Experience Required
• Business Degree level with strong academic record
• Strong understanding of field sales, Sales Operations and analytics- practical experience working in analytics environment.
• Well versed with data manipulation tools including but not limited to SQL, Advanced Excel, Power BI, tableau.
• 1–3 years FMCG experience, which must include 2 years within customer marketing or business process management
• Strong attention to detail.
• Excellent interpersonal skills including the ability to influence.
• Good understanding of project/change management


Work Hours: 8

Experience in Months: 12

Level of Education: Bachelor Degree

Job application procedure
• Interested and qualified? Click here to apply

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