Commercial Performance Manager at Diageo

Purpose of Role:

• To monitor and govern the implementation of identified Contact & coverage strategy to deliver the F22 100b ambition and the AOP while offering support to the Divisional Sales manager (DSMs), Head of Sales - Nairobi (HoSN) and Head of Emerging Business (HoEB) to course correct in case of divergence with regular updates being made to the Commercial Leadership Team (CLT) and Sales Director.
• To support the DSMs, HoSN and HoEB in execution of the AOP and commercial IBOs relating to the team while holding the Commercial Leadership Team (CLT) and other business partners to account for delivery of their plan commitments
• 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
• Defines individual optimal targets for the Reps, ABDMs and DSM/HoSN/HoEB (200+ people) based on the available time, nature of the geography, no of distributors/ direct reports managed etc to ensure sales force efficiency
• Leads the data quality and governance workstream within Salesforce management; reorganization (HOTO process), SIP related data quality checks, master data changes related to KBL sales team
• Defines and leads the implementation of performance metrics and routines required to deliver AOP, Contact and Coverage, work-life balance, etc. Develops tracking and alarm mechanism to measure performance of the KPIs vs target, sets the rhythms to review and course correct if off track
• Provides the project management governance of the innovation pipeline from Gate 1 to the commercialization (introduction to hand over to brand managers)

Key Accountabilities

Performance Management and Insights Generation

• Identifying and understanding performance trends, assessing performance against targets and ensuring action plans and initiatives are agreed with CLT and implemented to close these gaps and achieve business objectives
• Ad hoc Field sales team requests to address identified field sales management issues
• Proactively seek out opportunities to make valuable contributions to the business
• Analyzes data trends and complex field sales management problems to recommend solutions or strategies

Stakeholder Management and Influencing

• Facilitate, handle and communicate key field sales management Initiatives in line with the AOP and Commercial Strategy
• Ensure that the DSMs, HoSN and HoEB AOP/GM and contact & coverage strategy commitments are met to enable delivery of the F22 – 100b ambition
• Ensure detailed identification, exploration, analysis of projects in filed sales management processes that bring value for the commercial team in line with agreed strategic direction and financial investment criteria

Business Partnering & Project /Change Management

• Participate, influence and make valuable contributions in business issues affecting field sales. Highlight and action potential opportunities and risks
• Constructively challenge, input and increase value in key field sales management and drive outstanding business performance through meticulous business planning, forecasting and performance routines
• Drive projects outside day-to-day activities that involve field sales management
• Ensure timely delivery of key field sales management related projects that enable in delivery of performance and business reputation

Field Sales Performance Routines & Field Sales effectiveness

• Define, cascades and implements business processes, performance routines and rhythms towards achieving and governing the implementation of the contact & coverage plans.
• Provide the oversight to drive the rigor and quality of performance routines to ensure salesforce efficiency in distributor management
• Coach and develop selected field sales team members
• Providing and cascading salesforce simplification and productivity solutions and coaching to enhance commercial team effectiveness

Qualifications, Skills and Experience Required;

• Business Degree level with strong academic record
• Strong understanding of field sales management or sales capability, Sales Operations and analytics
• 4–6 years FMCG experience, which must include 2 years on field sales management or sales capability
• Strong attention to detail.
• Excellent interpersonal skills including the ability to influence
• Good understanding of project/change management