Job Description :

Job Title: Commercial Performance Manager

Level: Mid-Level Management

Reports To: Business Governance & Performance Manager

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:

EABL operates within a multi cultural, multi national, multi currency environment. EABL comprises four business units: KBL, EAML, CGI and UBL. KBL is further categorized into Demand and Supply. The Supply business is involved in production of beer and spirits. The Demand business is involved in marketing and selling the product to consumers.

This role is located within the Demand Sales business. The Commercial performance Manager – SFE & Capability role will be critical to the overall KBL short, medium and long term strategy in developing and driving our trade strategy and operational excellence within retail outlets and distributors.

The job holder works closely with the Head of Sales Nairobi, Head of Emerging Business, Divisional Sales Managers, Area Business Development Managers, Territory Management Reps, Sales Capability Specialist, Commercial Performance Analyst – Projects

Financial responsibilities:

Management of the Sales teams and sales tools to assure return on EABL’s investment through volume and NSV growth.

Market Complexity:

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 worldDemand brilliant execution to ensure we always win at the point of purchaseInspire through PurposeAmplify our purpose internally and externallyDemand brilliant execution to ensure we always win at the point of purchaseShape the FutureBuild focus and ownership for crafting Diageo’s future ambitionSet context and empower people to experiment and unlock opportunitiesfor growthInvest in TalentHarness the full extent of Diageo’s talent and diversityBuild 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 commitmentsIdentifies 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 actionsDefines 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 efficiencyLeads the data quality and governance workstream within Salesforce management; reorganization (HOTO process), SIP related data quality checks, master data changes related to KBL sales teamDefines 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 trackProvides 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 objectivesAd hoc Field sales team requests to address identified field sales management issuesProactively seek out opportunities to make valuable contributions to the businessAnalyzes data trends and complex field sales management problems to recommend solutions or strategiesStakeholder Management and InfluencingFacilitate, handle and communicate key field sales management Initiatives in line with the AOP and Commercial StrategyEnsure that the DSMs, HoSN and HoEB AOP/GM and contact & coverage strategy commitments are met to enable delivery of the F22 – 100b ambitionEnsure 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 criteriaBusiness Partnering & Project /Change ManagementParticipate, influence and make valuable contributions in business issues affecting field sales. Highlight and action potential opportunities and risksConstructively challenge, input and increase value in key field sales management and drive outstanding business performance through meticulous business planning, forecasting and performance routinesDrive projects outside day-to-day activities that involve field sales managementEnsure timely delivery of key field sales management related projects that enable in delivery of performance and business reputationField Sales Performance Routines & Field Sales effectivenessDefine, 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 managementCoach and develop selected field sales team membersProviding 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 recordStrong understanding of field sales management or sales capability, Sales Operations and analytics4–6 years FMCG experience, which must include 2 years on field sales management or sales capabilityStrong attention to detail.Excellent interpersonal skills including the ability to influenceGood understanding of project/change management

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.

Worker Type :

Regular

Primary Location:

KBL

Additional Locations :

Job Posting Start Date :

2025-02-05