Fresh Jobs 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.

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Job Purpose

This position is responsible for leading the implementation of consumer and trade activities in line with the agreed cycle plan and KWAL marketing strategy. his role acts as an interface between the Brand and Sales team to ensure alignment in terms of defining and implementing brand and trade activities

Main Responsibilities

Marketing cycle planning and Execution

• Collaborate with the Head of Marketing to drive the planning of the 18-month rolling marketing cycle plan and ensure that the activities as well as marketing spend are aligned to the marketing strategy. 
• Ensure that activities are implemented and evaluated on time as stipulated in the cycle plan and in line with market regulation in order to achieve marketing objectives. 
• Drive productivity through efficiency and effective use of allocated Marketing budgets through competitive souring (in coordination with Procurement) and execution and evaluation of cycle activities.
• Proactively manage key external and internal stakeholders to drive delivery of cycle activities On Time In Full (OTIF). Ensure effective communication of cycle activities across all key stakeholders.
• Source all Below the Line (BTL) investment which requires constant vetting of suppliers through regular pitches as well as control during execution and regular evaluation.

Trade Development Management

• Collaborate with the Head of Sales and Head of Marketing to drive the development of trade programs and track performance of the programs. 
• Guide the Area Sales Managers in development of Joint Up Business plans with key focus Anchor outlets in line with the Trade Development and Channel strategy
• Provide strategic support to HoReCa and key accounts channels which require category management and multi- level engagements
• Work with the Brand team to oversee the execution of BTL (Below the Line) marketing mix deployment, that includes POS visibility deployment, Channel Retail Media solutions, Consumer Engagement platforms and National Consumer promotions. 
• Assist the marketing and sales teams in effective tools, to implement and evaluate consumer and trade activations and merchandising plans. 
• Provide appropriate support to the sales team (NSM/ Trade Development Manager/ Territory sales Managers) to develop trade activities that are aligned to the delivery of business objectives
• Develop innovative ways of activating consumer touch points and trade point of sale touch points. 
• Conduct trade visits to ensure effective execution of initiatives by agencies as well as BTL visibility suppliers in line with set KPIs. Weekly reviews done on all ongoing projects as well as Half Year reviews conducted to have an overview of what is working, what is not working and what needs to improve.
• Plan forums and activities that foster as well as drive relationships with commercial stakeholders. 

Minimum Required Qualifications, Knowledge and Experience

Academic Qualifications

• Bachelor of Marketing, Business Administration, Communications or Related field. or 
• Master of Marketing, Business Administration, Communications or Related field will be an added advantage. 

Professional Qualifications

• Must hold a professional qualification in marketing

Experience 

• At least 6 years, 2 years' experience in management roles in a FMCG marketing firm, advertising agency or within any similar organisation.

Competencies

Technical Competencies

• Evidence of marketing and portfolio building achievements.
• Ability to develop and execute comprehensive marketing strategies that drive brand awareness, engagement, and growth. 
• Skilled in identifying and pursuing new business opportunities to drive growth and revenue.
• Ability to understand new offering value propositions in order to lead performance conversations, effect positive change and growth. 
• Expertise in developing and managing the brand identity to ensure consistency and alignment with the company’s values and goals. 
• Skilled in fostering a culture of innovation within the organisation by identifying and implementing new ideas, processes, and technologies. 
• Proficient in conducting thorough research, collecting and analysing data to gather insights and inform decision-making to support marketing and innovation strategies.
• Expertise in identifying, engaging, and managing strategic partnerships with key stakeholders, including internal teams, clients, and external partners.
• Expertise managing a portfolio of projects and initiatives within the marketing and innovation division.
• Demonstrate experience in planning, managing, and optimising budgets for marketing and innovation projects.

Behavioural Competencies

• Lead and motivate teams to achieve organisational goals. 
• Support the professional growth of employees through guidance and feedback. 
• Demonstrate a commitment to enhancing processes and performance. Exhibit strong ability to develop detailed and effective plans.
• Maintains a high level of organisation in managing tasks and resources.
• Proficient in analysing complex data and information to make informed decisions.
• Strong understanding of business principles and practices, including financial management, marketing, and operations.
• Ability to negotiate terms, agreements, and contracts with clients, partners, and vendors.
• Demonstrate a deep commitment to understanding and meeting customer needs.
• Exhibit strong 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 analysis to evaluate information and make sound decisions. 
• Encourage innovative ideas and approaches to improve products and processes. 
• Continuously seeks new opportunities to enhance products and services. Make informed and timely decisions that align with the company’s strategic objectives. 
• Communicate effectively with diverse audiences, ensuring clarity and understanding.