HOD - Commercial Operations

1 month ago

Nairobi, Kenya SAFARICOM Full time

ABOUT THE COMPANY

Safaricom, Ltd is a leading mobile network operator in Kenya. It was formed in 1997 as a fully owned subsidiary of Telkom Kenya. In May 2000, Vodafone Group Plc of the United Kingdom acquired a 40% stake and management responsibility for the company. Safaricom employs over 1,500 people mainly stationed in Nairobi and other big cities like Mombasa, Kisumu, Nakuru and Eldoret in which it manages retail outlets. Currently, it has nationwide dealerships to ensure customers across the country have access to its products and services.

JOB SUMMARY

QUALIFICATIONS Honors Degree from a recognized universityOver 10 years FMCG experience gained across commercial and other functions with a Strong track record in People Management & / or commercial roles within a consumer goods environment.Demonstrated and well-developed commercial awareness and customer focus. 

RESPONSIBILITIES

Route to CustomerDevelop and execute a comprehensive channels strategy that outlines the optimal mix of direct and indirect channels (e.g., retail, digital, third-party partners) to reach target customer segments effectively.Identify, onboard, and manage relationships with channel partners in conjunction with regional leads to align strategies, set performance targets, and optimize mutual business outcomes.Identify opportunities to expand the reach of SFC Portfolio by exploring new channels, markets, and distribution partnerships. Continuously optimize channel mix and performance through experimentation, analysis, and adaptation by leveraging insights including big data analyticsDevelop fit for purpose commercial and execution standards/policies for the SFC channel partner ecosystem.Commerical PlanningManage the commercial planning process with the commercial business units (CBO, FS & EBU) to ensure flawless execution.Manage the Network Roll-Out process with the Technology team to ensure superior network experience.Provide support and resources to regional teams and channel partners to enhance their effectiveness in selling SFC portfolio. This may include training, sales collateral development, product demonstrations, and incentive programs.Develop and oversee the annual joint business plans with SFC partners (Dealers & Mpesa HOs)in line with Mission priorities.Channels CapabilityDevelop and maintain a fit for purpose channels capability curriculum for both internal and external stakeholders.Evaluate and advise on capability interventions and commercial competencies required to provide a seamless customer experience.Channels Effectiveness and Performance Monitor channel performance against key performance indicators (KPIs) such as sales targets, revenue growth, market share, and customer satisfaction. Analyze performance data to identify trends, opportunities, and areas for improvement.Build and maintain the Channels Execution score card in line with Mission priorities.Co-ordinate all channels' projects – SFE, Automation, Analytics, Commercial standards whilst promoting a culture of continuous improvement.Spearhead the compliance and controls workstreams to ensure effective use of processes in the work environment.

REQUIRED SKILLS

Project management, Reporting, Leadership skills, Team leadership

REQUIRED EDUCATION

Bachelor's degree

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