Divisional Commercial Performance Manager at Diageo

1 month ago

Nairobi, Kenya Diageo Full time

Diageo is the world’s leading premium drinks company, a business built on the principles and foundations laid by the giants of our industry.
Context/Scope:    
EABL operates within a multi-cultural, multinational, multi-currency environment. EABL comprises four business units: KBL, EAML, CGI and UBL. KBL is further categorized into Demand and Supply. The Supply business is involved in production of beer and spirits. The Demand business is involved in marketing and selling the product to consumers.

This role is located within the Demand Sales business. The Divisional Performance Analyst role will be critical to the overall KBL short, medium- & long-term strategy in developing and driving our trade strategy and operational excellence within retail outlets and distributors.

The job holder works closely with the National Execution Manager, Head of Key Accounts, Reserve Account Managers (RAM), Business Development Managers (Key Strategic Outlets) BDM (KSOs), Head of Reserve and Key Accounts, CPM (Nairobi), DSMs, Shopper Manager – Reserve.
Dimensions:    
Financial  

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

Market Complexity

KBL demand has 96% volume share of beer market and 52% volume share for Spirits. KBL demand is the No.1 FMCG Company in Kenya and also markets UDV brands. 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.

Market situation is changing rapidly due to the economic situation, declining disposable incomes, County Government legislation on Alcohol and opening 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.

Leadership Responsibilities

Win through Execution

Lead bold execution in a fast-moving world.
Demand brilliant execution to ensure we always win at the point of purchase.

Inspire through Purpose

Amplify our purpose internally and externally.
Demand brilliant execution to ensure we always win at the point of purchase.

Shape the Future

Create focus and ownership for shaping Diageo’s future ambition.
Set context and empower people to experiment and unlock opportunities for growth.

Invest in Talent

Harness the full extent of Diageo’s talent and diversity.
Build and coach diverse teams to unlock performance and growth.

Purpose of Role

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.
Role Responsibilities  
Performance Management dashboards and Insights Generation

On an ongoing and ad hoc bases report on and verifies daily, Weekly and monthly Key performance Indicators (KPI) are updated based on the division needs.
Identifying and understanding performance trends, assessing performance against targets and highlights opportunities
Analytics capability support for the divisional distributor super user network
Process and analyze large datasets, producing clear findings and recommendations.

Driving optimal and efficient usage of systems and tools of trade (EDGE 365 DMS, Trax, CPM/CPD, Diageo One, Party Central) to simplify trade execution in trade.

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

Risks & Controls Champion

Stocks in Trade reconciliations
Master data stability and ensure data integrity within all the systems.
Make available to other dept. employees the relevant policy, procedures, retention schedules and advice.
Manage the provision of records storage.
Create and maintain an Information Asset Inventory with agreed owners.
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.
Making sure a disposal or continued retention decision is made and documented.
Liaise with relevant dept. stakeholders and co-ordinate regular reviews and updates of their records retention policy, procedures, and schedules.
Keep oversight of overall records management within the agreed levels.

Activity Management

Keep TMR’s fully informed at all times of objectives, progress, and future Below the Line (BTL) action plans so that effective planning and in-market activities can be implemented in a timely, efficient, and effective manner.
Manage budgets and BTL assets to ensure that resources are secure and used in the most efficient and effective manner.
Provide information and reports on performance to ensure that the National Trade Marketing Manager, Customer Service, Marketing and Brand Marketing are fully always informed.
Manage contracted retail outlets in terms of contract compliance, optimal maintenance, and placement of company material.
Implement national presence marketing and promotion programs with optimum use of resources and materials 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:    
Qualifications

A business-related degree or equivalent.
2 years’ experience in analytics and at-least 2 years in a field sales role

Experience

Strong attention to detail.
Ability to follow defined business processes.
Ability to manage and monitor data quality.
Excellent interpersonal skills including the ability to influence

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