Kenya Wine Agencies Limited National Sales Manager Jobs

Kenya Wine Agencies Limited National Sales Manager Jobs; This position is responsible for driving sales and distribution nationally in the General Trade. Oversee key distributors/ partners and provide leadership to Area Managers and Sales teams to ensure volume and value targets for the assigned regions are achieved; lead and guide implementation of trade marketing activities towards the achievement of all sales objectives of KWAL and broader Heineken Group.



Main Responsibilities

Trade Development

Prepare, implement and monitor sales, trade marketing and distribution blueprint across priority markets or areas, to develop capability and enhance business opportunities

Support the Head of Sales in the development and execution of communication channels within KWAL customers, distributors and stakeholders that allow for logging of customer feedback (and complaints) and take appropriate resolutions

Define and agree sales, trade marketing and distribution KPI’s to track performance in key markets/ zones to drive sustainable volume growth, incremental profits and cost optimisation

Implement HEINEKEN Value Drivers on Availability, Quality, Affordability, Promotion Execution, Availability & Persuasion, hence driving the right PICOS Execution across all relevant channels at a national level

Route to Market Planning

Actively manage Route to Market set-up plans including, but not limited to active direct selling, distributor selection and assessments, terms of trade, margin optimization, price, trade marketing, key account and distributor management

Plan, monitor and control the sales and distribution budgets to ensure departmental spending is in line with the approved budgetary allocations

Support the sales and marketing teams succeed at the Point of Sale (POS) by enhancing the Route to Market and sales leadership capacity across all identified areas, by entrenching the “best fit” market approach within the organisation and through engagement with key stakeholders

Shape and optimize Sales Areas and regions to achieve optimal resource allocation

Distributor Management

Support the assigned distributors to achieve volume and distribution targets to maximise brand availability and visibility, through the execution of essential trade and brand marketing activities
Manage and ensure distribution structure or model, resources and budget requirements, trading terms, credit risk and customer pricing guidelines are adhered to.

Evaluate distributor performance formally on regular basis

Manage pay for perform through distributor so that investment is directed at enhancing brand value and profitability

Manage the relationship with distributors and Key Accounts to reach a preferred partner level.

Develop and implement debt management strategies employed on Key Accounts and distributors

Co-develop and embed Trade Terms strategy, achieving margin optimization and profitable business growth

Budget Management

Prepare, implement and monitor annual budgets (Trade incentive, distribution and sales operations budgets) ensuring conformity to the overall business strategy and drive the achievement of the organisational goals and objectives

Evaluate and manage trading terms (margins and credit) to enhance volume, volume share and profitability in line with company objectives

Stakeholder Management

Create, maintain and promote purposeful relationships both internally and

externally, to achieve organisational goals or solve problems e.g. cross -functionally, customers

Establish and maintain relationships with key clients, internal teams and stakeholders including other industry players to support KWAL business interests nationally

Develop and maintain business relationship with strategic trade partners

Engage and communicate effectively with colleagues, investors, customers, suppliers, regulators, and other internal and external stakeholders

Build and maintain a network within HEINEKEN to Learn, Share and Reapply ways of working and best practices across OpCos

People Management

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.

Builds a succession pipeline for the front line sales team

Shapes the sales team to attract and retain talent, assists the head of sales to build a rotational plan to optimally use resources

Integrated Commercial Planning

Understands and is able to articulate company commercial strategy, key objectives and their role to achieve those

Actively contributes to the company strategy by providing insights and feedback. Translates these objectives into KPIs for individual team members

Keeps active involvement in Cycle Briefings, working collaboratively with other functions (Trade Marketing, Marketing)

Helps to build the Integrated Commercial Plan, with key sales insights
Drives and owns the Numeric Distribution strategy, targets and reporting of the same


Minimum Required Qualifications, Knowledge and Experience

Academic Qualifications

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


Professional Qualifications

Professional qualification in Marketing such as Certified Sales and Marketing Professional (CSMP) or equivalent

Professional membership with a professional body such as Chartered Institute of Marketing (CIM) or equivalent is an added advantage


Experience

At least 8 years, 3 years’ experience in management role in a similar role in FMCG

At least 3 years front line sales experience

Experience in a commercial division with exposure on majority of the key areas such as Sales Management, distributor management & Route to Consumer is an added advantage

Practical experience in the use of MS packages and ERP systems

Excellent understanding of market dynamics and Route to Market (RTM)


How to Apply

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

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