Divisional Commercial Performance Manager at Diageo

Job Description

The job holder works closely with the Trade Management & Development Representative, Distribution Sales Representative, Divisional Trade Marketing Representative, Area Business Development Manager and Divisional Sales Manager.

Dimensions

Financial

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

Market Complexity:

1. KBL demand has 96% volume share of beer market and 52% volume share for Spirits. 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.
2. 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. 

Purpose of Role

1. 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.

Top Accountabilities:

Performance Management and Insights Generation

1. 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
2. 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
3. Analytics capability support for the divisional distributor super user network
4. Ad hoc divisional sales data requests
5. Process and analyze large data-sets, producing clear findings and recommendations
6. Proactively seek out opportunities to add value to the business
7. 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

1. Distributors are optimally using the DMS tool to effectively and efficiently manage their businesses
2. Primary point of contact of help for any system related issues for the division sales team and the distributor
3. Capability support for the sales team on insights generations and usage of system
4. Analyzing and proposing any new system requirements to serve current and future need
5. 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
6. Coupa – management of the POs lifecycle

Records Retention Champion

1. Master data stability and ensure data integrity within all the systems
2. Make available to other department employees the relevant policy, procedures, retention schedules and advice.
3. Manage the provision of records storage.
4. Create and maintain an Information Asset Inventory with agreed owners.
5. Be responsible for notifying the owners of records when they have reached the end of their retention period and that records no longer to be retained are destroyed or deleted confidentially and completely.  For certain types of records, disposal must also be authorized by relevant members of the Legal or Tax departments.
6. Making sure a disposal or continued retention decision is made and documented.
7. Liaise with relevant dept. stakeholders and co-ordinate regular reviews and updates of their records retention policy, procedures and schedules.
8. Keep oversight of overall records management within the agreed levels.
9. Manage the merchandising of company brands within retail outlets in the division in order to ensure that availability is maximized in line with brand strategies and the needs of the market by trade channel and outlet type
10. Keep TMR’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
11. Manage budgets and BTL assets to ensure that resources are secure and used in the most efficient and effective manner
12. Provide information and reports on performance to ensure that the National Trade Marketing Manager, Customer Service, Marketing and Brand Marketing are fully informed at all times
13. Manage contracted retail outlets in terms of contract compliance, optimal maintenance and placement of company material
14. 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:

1. A business-related degree or equivalent.
2. 2 years’ experience in analytics or sales role
3. Strong attention to detail.
4. Ability to follow defined business processes.
5. Ability to manage and monitor data quality.
6. Excellent interpersonal skills including the ability to influence