SSA RTM & SFE Manager at Haleon

About the role

• As a Route to Market (RTM) and Sales Force Efficiency (SFE) Lead SSA, you will execute SSA Route to Market strategy across the region. You will work directly with clusters and markets to understand the Route to Market and Sales Force Efficiency specific needs and implement the required changes with them. You will scale up the best practice and learnings and accelerate changes where needed.
• With insights routed in deep customer, channel and distributor understanding, you will leverage insights to enrich the most efficient pathway of Haleon products to the hands of the consumer.
• Alongside this, the role will drive the capability, tools and focus areas of our reps and sales managers, to increase reach, engagement, and recommendations of our brands through a multichannel strategy. They will be required to ensure that the key KPIs across our perfect store ambition of MSL, SOS, POG, Promo, POSM, CARD, Positioning, Brand Blocking and Availability
• This role is expected to drive expert field force effectiveness in the respective locations, supported by a robust Segmentation & Targeting approach, and building a high-performing team to grow recommendation and penetration for priority Haleon brands and categories.
• Help develop and improve tools (CRM) and processes to manage and monitor performance, such as Power BI reports, to generate insights, and work with LOCs to act for improvement.

Key responsibilities

• Working with sales teams on defining best route to market models across the region, driving optimisation and enabling new market entries.
• To create advantaged Route to market in all markets, focusing on salesforce effectiveness, distributor management, advantaged trade terms, commercial plans and demand forecasting.
• Increasing coverage and distribution to the prescribed Distributor standards.
• Implementing distributor operational effectiveness to required standard (warehousing stock management).
• Collaborate in the crafting, continuous improvement and embedding of the standardised distributor management framework
• Developing insights capability with distributor partners and leveraging data in driving commercial outcomes.
• By working closely with finance and sales teams, you will propose and implement financial and investment models to drive best return and conditionality as well as cash flow delivery.
• Identifying capability needs across the region and by working with the extended team, improving customer and distributor management capability.
• By working with multiple stakeholders, you will be connecting market needs with the enterprise capabilities, enabling delivering consumer outcomes at pace.
• Gather insights on prevailing market trading terms, analyse retail audit data to grow distribution, implement tactical and strategic plans to beat competition.
• Own the tracking, governance and optimization of the key SFE KPIs like MSL, SOS, POG, Promo, POSM, CARD, Positioning, Brand Blocking and Availability
• Manage Multichannel Activation Analytics, tracking performance and program implementation in collaboration with the Location (LOC) Field Force Manager and LOC ComEx lead.
• Utilize the SSA Pulse Power BI dashboard to monitor impact, productivity, track Sales Incentive Plan (SIP) performance, and oversee Multichannel activations for LOC, in partnership with the BU Data Analytics manager and LOCs
• Monitor the impact of SFE initiatives through aligned metrics for effectiveness and efficiency, ensuring benchmarking and consistency across SSA markets, in coordination with the Category & Channel GTM leads.
• Conduct regular analyses of field force productivity, providing insights on channel efficiency or effectiveness gaps, and collaborate with LOCs to implement corrective actions.
• Facilitate the implementation of any enhancements to the SFE systems (Veeva, Trax, PD, Android & IR) and aid LOCs on processes.
• Lead the field force community of practice, fostering the identification and sharing of best practices while promoting synergies between LOCs.

Qualifications and skills

Essential

• Extensive knowledge of indirect commercial negotiations, demonstrated by experience in sales, buying, finance customer partnering or revenue management.
• Strong and agile P&L understanding and ability to work on complex data sets and proposing solutions.
• Generating data, insights and ability to turn insights into action.
• Proven stakeholder influencing and management capabilities.

Preferred

• Knowledge of SSA consumer and distributor landscape.
• Understanding of Healthcare and Medicines landscape and regulations.
• Proven adaptability to diverse settings, roles and ways of working.