Sales Operations Lead Job in Kenya

Role Profile: Sales Operations Lead  
 

The Position: Reporting to the Country Manager, the Sales Operations Lead is responsible for developing and driving the delivery of the strategy for the international FMCG organization.  
 

Key Responsibilities 
 

Category Management

• In partnership with Customer Marketing, develops Planograms, Fixturization, and CatMan strategies and executional guidelines for identified Customers
• Supports the Customer Marketing and Sales Team in executing Advantage Survey action plans
• Lead Shopper research focused on key channels and Customers, aggregate the research needs of the entire Cluster, and coordinate final approvals with Platform Sales Excellence Team
• Supports the Customer Marketing and Sales Team in executing Advantage Survey action plans
• Drive category growth strategies with Key Accounts

Merchandising and Promotional Services

• Ensure in-store Merchandiser resources are optimized, and 3rd Party Agency provides quality service at competitive terms
• Collaborate with Platform Sales to ensure merchandising services deliver ROI
• Track performance of Merchandising company and develop corrective actions

Trade Programs

• Develop cycle programs for modern  and traditional trade in collaboration with customer marketing and Lead Sales managers
• Manages all trade activities as per FOCO
• Tracks ROI for all trade initiatives

Sales Tools and Analytics

• Provides Sales and M&C Teams with key Point-of-Sales analytics based on different sources and insights (e.g., Nielsen or Dunhumby Key Account Data Analytics, CRM insights from customers, Category, Channel and Shopper Insights, Ratings and Reviews) for better understanding of both Category and The organizations opportunities and threats
• Provides Sales and M&C Teams with key Point-of-Sales data to track execution – i.e., sell-out, shelf data
• With the support of BPT and Sales Team, ensures smooth implementation of all Sales Technology Tools – e.g., DIAL, REM

Administrative/Support Services

• Handles Sales Incentive Budget management, and calculations of earned incentives for the Sales Team
• Monitors Trade Returns, and propose corrective actions to reduce actual levels and values
• Co-leads the Sales Team’s budget setting process, and ensures targets assigned to Channels/Geographies/Customers are fair and appropriate
• Supports the Country Manager in the overall tracking of functionals, and provides recommendations to ensure budgets are not exceeded

Capability Development

• Coordinates training delivery of Platform Sales sanctioned or developed modules to pre-identified members of  the sales team

Position Requirements / Qualifications

• Should have multi-functional experience in Customer Marketing, and in Sales in a FMCG company (preferably in a  Household Care Company)
• Strong management/Leadership and team building skills
• Values others, and cultures
• Self-starter and acts with integrity and has analytical Skills
• Strong Computer skills, Microsoft Office
• Results driven
• Manages executions diligently, with keen attention to details
• Demonstrate ability to manage up and across organization.
• Multi-function and multi-tasking abilities
• Understands  “ACNielsen” syndicated data, MINE and Adopt processes
• Strategic mind set, understands the strategic & tactical nature of the business.
• At least 2 years each in a Customer Marketing and a Sales role
• Knowledge  of the Categories, pertinent Key Customers, and key Competitive set
• Clear understanding of the different channel Go-To-Market principles/strategies, structures – Super/Hyper Markets, Wholesale, Distributor, Club.
• Understands the organizations processes, and the interplay between the categories

Application Procedure:

Applicants should email their cover letter and CV with names of three referees who can provide confidential assessment of their capabilities. Indicate on your CV your current and expected salary.

All communication relating to application for these positions should be addressed to: 

therecexpert@gmail.com 

On the subject matter of the email, ensure you indicate the position you are applying for.

Applications should be received by 25th November 2014.

Please note only shortlisted candidates will be contacted.