Job Description :
Job Title: Divisional Commercial Performance Manager
Location: Kisumu
About the Company:
Diageo is the world’s leading premium drinks company with an outstanding collection of brands, such as Johnnie Walker, Smirnoff, Baileys, Captain Morgan, Tanqueray and Guinness. Our purpose – Celebrating life, every day, everywhere – has an important role in our company, for our people, our diversity, our brands, in how we perform and how we create shared value.
KBL is the engine of EABL – the #1 FMCG business in Kenya.
We have huge ambitions in KBL! We want to grow NSV to $1B (CAGR 8%), Operation profit at $378m (CAGR 10%) and Total Beverage Alcohol at 85% (+50%bps YoY) by the end of F’30. This is fueled by a clear strategy, strong growth drivers, enabled by innovation at scale, digital transformation. Advantaged route to consumer, society 2030, a strong supply footprint and productivity.
About the Function:
Our Sales team love building relationships, connecting with customers to sell our much-loved brands in new and vibrant markets where they can thrive. They help sell our iconic brands across 180 countries every year.
We’re operating across different markets, channels, and areas of expertise. Using your curiosity and passion, you’ll make the most of consumer insight and digital platforms, reaching new customers, markets, and celebrations to help us achieve our growth potential. We’ll support your learning and growth as you develop your career with us and work with people across our business to realize your fullest potential.
About the Role:
At Diageo, we do Sales differently. We’re the leading beverage alcohol company in every region of the world, boasting internationally recognized brands such as Baileys, Guinness, Smirnoff, and Johnnie Walker. And this is your opportunity to create new ways to share and celebrate our truly iconic products across the globe. We offer a perfect blend of local and global roles, covering everything from digital to customer service, our immersive store experiences to international operations. Wherever you are, you’ll need to be able to forge lasting relationships, bring commitment and energy to improve our performance, and a genuine entrepreneurial spirit in tune with our company’s proud legacy.
At Diageo, character is everything. If you share our sense of adventure, you’ll have the chance to learn a huge range of skills and fields, and build an exceptional career with us.
The Divisional Commercial Performance Manager role is crucial in driving Performance Management, Execution Excellence, Governance, Risks and Controls and Resource Management.
The job holder works closely with the Divisional Sales Manager and Heads of Function within the Commercial function.
Role Responsibilities:
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.
In addition, the role will be responsible for management of the Sales teams and sales tools to assure return on EABL’s investment through volume and NSV growth.
Performance Management – Business & People
- Robust Business performance management and insights with right performance tracking, analysis standardized quality meetings with clear inputs & output. (Depletion and drivers of Depletion)
- Execute appropriate coaching and calls SFE.
- Track actual sales performance vs forecast by providing analysis & recommendation for remedial action/s.
Excellence in Execution
- Maintain optimal inventory levels throughout the supply chain to optimize use of working capital, reduce cost and improve efficiency.
- Maximize sales force productivity through effectively managed retail call activities.
- Audit the effective use of POP materials regularly.
Governance, Risks & Controls
- Effective stock take and SIT(Stock in Trade) reconciliation to ensure no exposure to KBL.
- Distributors are optimally using the DMS tool effectively & efficiently.
- Master data stability and ensure data integrity across the division.
- Keep oversight of overall records and management within the agreed levels.
- Coupa and contract management of the POs lifecycle.
Resource Management – Activities and Productivity
- Ensure all expenditures are effectively tracked and monitored and appropriate budgetary controls are in place to minimize business risks i.e., Fleet, office, T&E, etc.
- Manage assets i.e. BTL assets and or coolers to ensure that resources are secure and used in the most efficient and effective manner.
- Undertake regular audits to ensure that all expenditure achieves the desired results with corrective remedial actions.
Experience / skills required:
Qualifications
- A business-related degree or equivalent.
Experience and Skill
- 2 years’ experience in analytics and at-least 2 years in a field sales role
- Strong attention to detail.
- Excellent Data mining skills and ability to monitor data quality.
- Excellent interpersonal skills including the ability to influence.
Competencies
The candidate must demonstrate mastery in managing performance through managing customer performance review, managing promotional execution, driving excellence executional standards, Governance, risk and resource management.
Diversity statement:
Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, where everyone feels valued and that they can belong, is a crucial part of this.
We embrace diversity in the broadest possible sense. This means that you’ll be welcomed and celebrated for who you are just by being you. You’ll be part of and help build and champion an inclusive culture that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mindsets, and more.
Our ambition is to create the best performing, most trusted and respected consumer products companies in the world. Join us and help transform our business as we take our brands to the next level and build new ones as part of shaping the next generation of celebrations for consumers around the world.
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.
