Kenya Wine Agencies Limited Head of Sales Jobs

Kenya Wine Agencies Limited Head of Sales Jobs; This position is responsible to deliver the yearly revenue and operating profit objectives for the business. The role is responsible to develop the 3-year sales strategy to support the strategic growth objectives of the business.



Main Responsibilities

Sales strategy formulation and execution

Lead in the development and implementation of sales and distribution strategies (Route to Consumer) and plans to achieve business and strategic objectives

Develop the optimal Route to Consumer strategy to enhance the width and depth of distribution and increase market coverage, to gain market share

Coordinate the development of annual plans are aligned to Company overall strategy putting into consideration market dynamics, customer intelligence and market analysis

Trade Development

The development and deployment of the area/ regional Sales, Trade Marketing and Distribution blueprint

Ensure that all strategy plans are focused on driving sustainable volume growth, incremental profit and cost optimisation

Implementation of the HEINEKEN Value Drivers on Availability, Quality, Affordability, Promotion

Execution, Availability & Persuasion, hence driving the right PICOS Execution across all relevant channels

Responsible to develop optimal PiCOS and channel strategy to support the business objectives
Category management

Develop and implement a Winning Category vision, including commercial portfolio choices and resourcing per channel.

Channel Strategy

Define and execute the optimal approach to allocate resources, tailor trade activities and drive sales across different distribution and consumption channels

Develop the channel strategy to ensure KWAL’s
products are effectively positioned, available and sold in the right outlets to meet commercial goals
Analyse data to develop a channel segmentation

Perform Channel Landscape Analysis leading to clear Channel Prioritization
Route to Market strategy

Develop a 3-year route to market strategy, including a digital backbone, to support the long term business objectives

Shape the sales organization to deliver on the long term business objectives

Analyse and develop distributors to support a winning commercial strategy

Develop excellent execution plans, ensuring KWAL wins at the point of sales. Embed execution plans across the front line sales team

As part of the RTC strategy, develop Customer TouchPoint strategy – optimizing resources and generating positive ROI

Route to market

Collaborate with the marketing team in executing a competitive sustainable portfolio that drives growth.

Monitor performance of KWAL against its competitors on a periodic basis and develop targeted plans for maximising revenue across the KWAL brand portfolio.

Customer Management through JBPs supported by Business Reviews

Oversee the planning, monitoring and control of the sales and distribution budgets and ensure departmental spending is in line with the approved budgetary allocations.

Ensure the sales and marketing teams succeed at the Point of Sale (POS) through excellent Trade Marketing execution and relationship management.

Distributor management

Maintain beneficial business relationships to improve KWAL’s position in the market place.

Ensure implementation of distributor engagement programmes to grow KWAL distribution channels

Ensure distributor contracts, with the associated service level agreement, are in place and tracked and monitored according to the performance agreements.

Deploy extensive programmes to upskill existing distributors to drive overall business growth

Revenue Margin Growth

Drives the revenue margin growth agenda, together with the RMG manager

Understand and applies RMG principles across different pillars to drive margin enhancement for the business

Co-formulates RMG strategy for the business with focus areas and capability programs for the commercial teams

People management

Establish systems to attract, develop, engage, and retain talented individuals and create an environment where they can realise their

full potential and contribute to the attainment of departmental and organisational goals.

Provide clear leadership and direction to the sales team.

Identify skill gaps and training needs within the sales team and develop clear capability building programmes

Provide opportunities for professional development and continuous learning.

Mentor and coach team members to enhance their skills and career growth.

Set clear performance expectations and goals for team members.

Conduct regular performance reviews and provide constructive feedback.

Address and resolve conflicts within the team in a timely and fair manner.


Minimum Required Qualifications, Knowledge and Experience

Academic Qualifications

Bachelor of Commerce, Business Administration or Related field.
or

Master of Business Administration or Related field, will be an added advantage.


Professional Qualifications

A member of a relevant professional body


Experience

At least 8 years, 4 years experience in management role in a similar role or function

At least 4 years’ experience in managing diverse, multi-graded teams

Proven track record of managing international brands and gaining market share in a competitive environment

Competencies


Technical Competencies

Able to execute the route to market strategies through viable integrated sales

Ability to develop and execute comprehensive sales strategies that drive sales and market growth.

Skilled in identifying and pursuing new business opportunities to drive growth and revenue.

Ability to use sales data to uncover meaningful insights and to turn data and insights into growth opportunities.

Proficient in conducting thorough research, collecting and analysing data to gather insights and inform decision-making

Expertise in identifying, engaging, and managing strategic partnerships with key stakeholders, including internal teams, clients, and external partners.

Demonstrate experience in planning, managing, and optimising budgets for sales

Long-term planning of strategic business objectives

Strong financial acumen to understand P&L, profitability and how to optimize margins

Shapes organizational structures across commerce

Ability to work in a complex, multinational environment with multiple stakeholders


Behavioural Competencies

Ability to develop and implement long-term goals and initiatives that align with the company’s vision and objectives.

Demonstrate exceptional leadership skills, including the ability to inspire and motivate teams, foster a positive work environment, and drive organisational performance.

Proficient in analysing complex data and information to make informed decisions through digital tools

Lead and motivate teams to achieve organisational goals by providing clear direction, support, and development opportunities to ensure team members are engaged and productive.

Support the professional growth of employees through guidance and feedback.

Utilise analytical skills to identify issues and develop effective solutions ensuring minimal disruption and optimal outcomes.

Effectively communicate and effectively present sales information, insights, and recommendations to diverse audiences through engaging and visually appealing presentations

Employ logical reasoning and critical analysis to evaluate information and make sound decisions.
Demonstrate a deep commitment to understanding and meeting customer needs.

Effectively manages relationships with internal and external stakeholders, including employees, customers, suppliers, and regulatory bodies.

Ability to negotiate term

How to Apply

For more information and job application details, see; Kenya Wine Agencies Limited Head of Sales Jobs

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