Sales Operation Executive at Kenya Wine Agencies Limited (KWAL)

Job Purpose

This position is responsible for maintaining and managing commercial assets (coolers, draught machines, phones, SFA, vehicles) and the related opex budgets. The sales operations executive monitors, analyses and reports on Sales Execution KPIs across all consumer drivers, across all channels (GT, HORECA, MT).

Main Responsibilities

KPI tracking and monitoring

• Ensures accurate tracking and monitoring of different sales execution KPIs through various tools
• Analyses and provides insights into the execution KPIs, reports back to commercial leadership team to drive continuous improvement cycle
• Tracks, through digital tools, business objectives
• Monthly, quarterly and annual calculation of sales incentives

Dashboard & management reporting

• Understands, and builds commercial dashboards to drive business insights
• Maintains accurate Master Data for all commercial data (brand, area, channel, SKU)
• Prepares management reporting on market trends, numeric distribution insights, brand value and volume share both on weekly, monthly (BPR), quarterly as annual basis
• Provides insights to the wider commercial team

Asset management

• Responsible for acquisition & maintenance of commercial assets (coolers, draught machines) in liaison with third party suppliers
• Tracking of commercial assets, builds plan for optimal allocation of assets, assist in deployment
• Manages opex for commercial assets
• Supports in vehicle usage and maintenance
• Drives Road Safety culture

Distributor incentives

• Understand and provides insights into Distributor Trade Terms
• Monthly calculation of distributor incentive pay-out, in liaison with finance and customer service

Distributor Data Automation

• Project coordinator for distributor automation journey
• Analyses distributor data to provide actionable insights to KWAL internal teams as well as distributors
• Drives automation journey in the commercial space

Minimum Required Qualifications, Knowledge and Experience

Academic Qualifications

• Bachelor’s degree in Commerce, Marketing, Sales, Data Management or business related field

OR

• Diploma in relevant field with 4 years of experience
• Must possess a clean and valid driving license.

Experience 

• At least 3 years’ experience in a similar role 
• Experience in trade marketing, sales of data management, preferably in FMCG industry or manufacturing is an added advantage
• Practical experience in the use of MS packages and ERP systems
• Proven skills in PowerBI reporting, Excel Macros
• Coding skills as an added advantage

Competencies

Technical Competencies

• Good understanding of sales concepts
• Previous sales experience with successful track record would be advantageous 
• Ability to manage budgets and optimize spend
• Proficient in building and maintaining strong relationships with internal stakeholders
• Skilled in understanding data and reporting needs, translating business requirements into dashboards and management reports
• Ability to driving own development plan and contribute to the team’s objectives
• Coding or PowerBI development skills
• Advanced Excel skills (macros) and able to process and analyse large datasets

Behavioural Competencies

• Proficient in analysing data and information to make informed decisions
• Ability to negotiate terms, agreements, and contracts with clients, partners, and vendors.
• Understand and meet internal and external customer needs.
• Self-awareness and empathy, effectively managing personal emotions and understanding those of others.
• Utilise analytical skills to identify issues and develop effective solutions.
• Employ logical reasoning and critical thinking to evaluate information and make sound decisions. 
• Ability to come up with innovative ideas and approaches to improve products and processes. 
• Seek new opportunities to enhance products and services
• Make informed and timely decisions that align with the company’s strategic objectives
• Ensure all tasks are completed timeously 
• Communicate effectively with diverse audiences, ensuring clarity and understanding.