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 up 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 improve company market share and value share. Trade is evolving and being more sophisticated especially at retail level.
Role 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
- Build focus and ownership for crafting 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 monitor and govern the implementation of identified Contact & coverage strategy to deliver the F22 100b ambition and the AOP while offering support to the Divisional Sales manager (DSMs), Head of Sales – Nairobi (HoSN) and Head of Emerging Business (HoEB) to course correct in case of divergence with regular updates being made to the Commercial Leadership Team (CLT) and Sales Director.
- To support the DSMs, HoSN and HoEB in execution of the AOP and commercial IBOs relating to the team while holding the Commercial Leadership Team (CLT) and other business partners to account for delivery of their plan commitments
- Identifies factor affecting individual performance within the performance management framework – Competence, Capability and Commitment, formulates remedial actions with collaboration with the line managers and follows through for closure of the actions
- Defines individual optimal targets for the Reps, ABDMs and DSM/HoSN/HoEB (200+ people) based on the available time, nature of the geography, no of distributors/ direct reports managed etc to ensure sales force efficiency
- Leads the data quality and governance workstream within Salesforce management; reorganization (HOTO process), SIP related data quality checks, master data changes related to KBL sales team
- Defines and leads the implementation of performance metrics and routines required to deliver AOP, Contact and Coverage, work-life balance, etc. Develops tracking and alarm mechanism to measure performance of the KPIs vs target, sets the rhythms to review and course correct if off track
- Provides the project management governance of the innovation pipeline from Gate 1 to the commercialization (introduction to hand over to brand managers)
Key Accountabilities
Performance Management and Insights Generation
- Identifying and understanding performance trends, assessing performance against targets and ensuring action plans and initiatives are agreed with CLT and implemented to close these gaps and achieve business objectives
- Ad hoc Field sales team requests to address identified field sales management issues
- Proactively seek out opportunities to make valuable contributions to the business
- Analyzes data trends and complex field sales management problems to recommend solutions or strategies
Stakeholder Management and Influencing
- Facilitate, handle and communicate key field sales management Initiatives in line with the AOP and Commercial Strategy
- Ensure that the DSMs, HoSN and HoEB AOP/GM and contact & coverage strategy commitments are met to enable delivery of the F22 – 100b ambition
- Ensure detailed identification, exploration, analysis of projects in filed sales management processes that bring value for the commercial team in line with agreed strategic direction and financial investment criteria
Business Partnering & Project /Change Management
- Participate, influence and make valuable contributions in business issues affecting field sales. Highlight and action potential opportunities and risks
- Constructively challenge, input and increase value in key field sales management and drive outstanding business performance through meticulous business planning, forecasting and performance routines
- Drive projects outside day-to-day activities that involve field sales management
- Ensure timely delivery of key field sales management related projects that enable in delivery of performance and business reputation
Field Sales Performance Routines & Field Sales effectiveness
- Define, cascades and implements business processes, performance routines and rhythms towards achieving and governing the implementation of the contact & coverage plans.
- Provide the oversight to drive the rigor and quality of performance routines to ensure salesforce efficiency in distributor management
- Coach and develop selected field sales team members
- Providing and cascading salesforce simplification and productivity solutions and coaching to enhance commercial team effectiveness
Qualifications, Skills and Experience Required;
- Business Degree level with strong academic record
- Strong understanding of field sales management or sales capability, Sales Operations and analytics
- 4–6 years FMCG experience, which must include 2 years on field sales management or sales capability
- Strong attention to detail.
- Excellent interpersonal skills including the ability to influence
- Good understanding of project/change management
Feel inspired?
Then this may be the opportunity for you.
If you require a reasonable adjustment, please ensure that you capture this information when you submit your application.
Worker Type : Employee
Primary location : Nairobi, Kenya
Job Posting Start Date : 5th February 2025
