Kenya Wine Agencies Limited (KWAL) is the leading manufacturer and distributor of wines and spirits in Kenya , Eastern and Central Africa region.
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- Contents
- Open Jobs
- Plant Manager
- Head of Sales
- Head of Marketing
- QSHE Manager
- National Sales Manager
- Method of Application
- Job TypeFull Time
- QualificationBA/BSc/HND
- Experience8 years
- LocationKiambu
- Job FieldEngineering / Technical 
Job Purpose
This position is responsible for the long-term and short-term planning, organising and overseeing all areas of plant operations including employees, productivity and efficiency to sure the plant is running smoothly, quickly, efficiently and safely.
Minimum Required Qualifications, Knowledge and Experience
Academic Qualifications
- Bachelor’s degree in Mechanical Engineering, Manufacturing/ Production Engineering, Electrical Engineering or Food Science and Technology
Professional Qualifications
- Membership to a professional Body eg. EBK
Experience
- At least 8 years, 4 years experience in management role in a manufacturing company
Competencies
Technical Competencies
- Ability to manage complex technical projects, proficiency in computer systems & applications
- Excellent understanding of ERP systems applications
- High Aptitude in Occupational Health and Safety, including local safety legislation and the Heineken Life Saving Commitments
- Thorough understanding of asset care philosophies including a working knowledge of the Heineken Asset Care Standards (HACS)
- Good understanding of sensory science practices applicable to alcoholic and non-alcoholic beverages
- Strong product knowledge and expertise in manufacturing processes and applicable standards, including food safety system standards; good manufacturing practices etc
- Excellent appreciation of general engineering principles and their applications in food manufacturing.
- In depth knowledge of implementing requirements of various standards e.g. ISO 9001;2015 Quality System Management Standard, ISO 22000:2018 Food Safety System Standard, ISO 14001:2015 Environmental Management System Standard, ISO 45001:2018 Occupational Health and Safety (OH&S) System Standard; Kenya’s National Food Safety Policy; The ATEX Workplace Directive-ATEX 137; Heineken Standards
- Excellent understanding of relevant laws/statutes and legislations in Kenya
- Competent in Budgeting, Budget Management with a cost-conscious mindset
- Working knowledge of operational excellence approaches, and particularly TPM 2 Win
- Experience in developing and implementing targeted training and development strategies in a production setting
- Experience in developing and implementing continuous improvement strategies in a production setting
Behavioural Competencies
- Demonstrate strong leadership skills, including the ability to inspire and motivate teams, foster a positive work environment, and drive organizational performance, champion of diversity, equality and inclusivity practices
- Strong understanding of business principles and practices especially running a factory and manufacturing plant and ability to assess business risks
- Ability to develop and implement long-term goals and initiatives that align with the company’s vision and objectives
- Demonstrate a deep commitment to understanding and meeting customer needs
- Proficient in analysing complex data and information to make informed decisions demonstrating analytical skills by identifying issues and developing effective solutions
- Effectively communicating and presenting information, insights, and recommendations to diverse audiences through engaging and visually appealing presentations.
- Ability to employ logical reasoning and critical analysis to evaluate information and make sound decisions
- Continuously seek new opportunities to enhance KWAL products and service, embracing new technologies and methodologies to drive growth and maintain a competitive edge
- Ability to support the professional growth of employees through guidance and feedback
- Demonstrate the ability to negotiate terms, agreements, and contracts with clients, partners, and vendors
- Demonstrate conflict management and crisis resolution skills
- Demonstrate resilient, agility, ability to work under pressure with high integrity
- Job TypeFull Time
- QualificationBA/BSc/HND , MBA/MSc/MA
- Experience8 years
- LocationKiambu
- Job FieldSales / Marketing / Retail / Business Development 
Job Purpose
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 terms, agreements, and contracts with clients, partners, and vendors
- Job TypeFull Time
- QualificationBA/BSc/HND , MBA/MSc/MA
- Experience8 years
- LocationKiambu
- Job FieldMedia / Advertising / Branding  , Sales / Marketing / Retail / Business Development 
Job Purpose
This position is responsible to develop marketing strategies, brand & portfolio strategies and campaigns for the KWAL brands’ portfolio, including local and international brands. The position will furthermore develop and execute the marketing strategy for the full KWAL’s product portfolio. The job holder will be required to drive sustainable business growth, enhance brand equity, and ensure customer needs are satisfied through marketing initiatives.
The position needs to develop long term strategies to optimize the portfolio of brands to continuously drive sustainable profitable growth.
Main Responsibilities
Marketing strategy formulation and execution
- Ensure alignment with the Heineken Group brand strategy, standards and protocols.
- Champion, develop and drive the entire brand strategy and full breadth of execution of activities of the portfolio of brands (local and international)
- Coordinate the development of annual brand plans are aligned to Heineken brand strategy and KWAL overall strategy putting into consideration market dynamics, customer intelligence and market analysis of the beverage insights.
- Turn Brand Strategy into winning yearly plans that effectively coordinate all brand activities and investments
- Develop most effective route to market, channel and customer strategies as basis for defining Portfolio and Brand Strategies
Brands Development
- Ensures excellent brand creativity to build strong brands, developing strong toolkits for all brands.
- Applies ATL fundamentals for excellent marketing, as well as Must Win Battle 1 to 4 for all brands.
- Strengthen brand positioning and ensure consistent brand messaging.
- Drive on-going product brand innovation and continuous growth within the portfolio.
- Monitor and measure brand performance, taking corrective actions to improve.
- Ensure implementation of Company’s Marketing & Brand plans in line with the relevant laws and regulations.
- Identify, assess and develop new marketing and branding channels and opportunities.
- Make sure that the company's brand and marketing guidelines are up-to-date and enforced across all departments.
Marketing Programs Management
- Champion the execution of the approved marketing programs for all brands to ensure accelerated growth in volumes and market share while evaluating options for advertising and promotions to achieve optimum value.
- Manage consumer insights for the business to encourage deeper understanding of consumer motivations that can be applied to unlock growth.
- Activate the market with an appropriate mix of marketing support programmes.
- Oversee the development and execution of all relevant TTL (Through the Line) Marketing Mix which include ATL, BTL and Digital Solutions.
- Establish KPIs and metrics to measure the success of marketing programs.
Marketing Campaigns Development & Management
- Spearhead the execution of marketing campaigns, including test and control group segmentation, testing, tracking, results reporting, analyses, and recommendations
- Analyse and report to the Director, Commercial the return on investment of marketing campaigns and use this information to enhance returns on investment for all marketing initiatives.
- Ensure implementation of marketing plans and strategy, product concepts, and promotional programs to drive customer interest and sales
- Ensure that the company is a “fast follower” of new ideas and trends in order to enhance its market positioning and overall sales volumes.
- Oversee the development and execution of the Social media strategy to promote visibility of KWAL brands in the target markets.
- Develop strong and effective relationships with external and internal work partners.
- Coordinate with external partners, such as advertising agencies, PR firms, and digital marketing consultants, to enhance program effectiveness.
Marketing Resource Management
- Develop and manage the Advertising & Promotion budget as well as the marketing assets and merchandising.
- Allocate marketing resources strategically, including budget, personnel, and technology, to maximise efficiency and effectiveness.
- Prioritise marketing initiatives based on business goals and available resources.
- Ensure optimal use of resources to achieve the highest return on investment (ROI).
- Monitor and control expenditures to stay within budgetary constraints.
- Provide regular financial reports and forecasts to senior management.
New Product Development
- Map and develop new projects in line with potential new consumer segments.
- Oversee the innovation process from consumer shopping via consumer research and appropriate product development.
- Develop comprehensive go-to-market strategies for new product launches.
- Coordinate launch activities across various channels, including digital, retail, and events.
- Identify, assess and develop the marketing mix elements that will commercialise the New Innovation Brands.
- Establish KPIs and metrics to measure the success of new product launches.
- Responsible for the 3-year innovation strategy and pipeline
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 marketing team.
- Identify skill gaps and training needs within the marketing team.
- 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 Marketing, Business Administration, Communications or Related field. or
- Master of Marketing, Business Administration, Communications or Related field, will be an added advantage.
Professional Qualifications
- Must hold a professional qualification in marketing
Experience
- At least 8 years, 4 years experience in management role in a similar role or function in an FMCG environment
- 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
- Demonstrate ability to build and develop exceptional commercial infrastructure and plans to support market penetration and grow market share.
- Evidence of marketing and portfolio building achievements.
- Ability to develop and execute comprehensive marketing strategies that drive brand awareness, engagement, leading to an increase in Brand Power.
- Skilled in identifying and pursuing new business opportunities to drive growth and revenue.
- Ability to understand new offering value propositions in order to lead performance conversations, effect positive change and growth.
- Expertise in developing and managing the brand identity to ensure consistency and alignment with the company’s values and goals.
- Skilled in fostering a culture of innovation within the organisation by identifying and implementing new ideas, processes, and technologies.
- Proficient in conducting thorough research, collecting and analysing data to gather insights and inform decision-making to support marketing and innovation strategies.
- Expertise in identifying, engaging, and managing strategic partnerships with key stakeholders, including internal teams, clients, and external partners.
- Expertise managing a portfolio of projects and initiatives within the marketing and innovation division.
- Demonstrate experience in planning, managing, and optimising budgets for marketing and innovation projects.
- Experience in driving Through the Line campaigns, with an emphasis on strong digital media plans
- Strong business acumen and financial knowledge, understands brand P&L and is able to optimize revenue margin growth
- Accustomed to digital reporting and tracking tools to measure and analyse performance of brands, portfolio and business
- Experience in managing large budgets within compliance guidelines
- Experience in working in a multinational environment in a complex matrix structure
Behavioural Competencies
- Ability to develop and implement long-term goals and initiatives that align with the company’s vision and objectives.
- Demonstrate strong 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.
- 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
- Manages diverse teams
- Make informed and timely decisions that align with the company’s strategic objectives, balancing short-term needs with long-term goals and considering the impact on all stakeholders.
- Utilise analytical skills to identify issues and develop effective solutions ensuring minimal disruption and optimal outcomes.
- Effectively communicate and effectively present marketing 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 consumer needs.
- Effectively manages relationships with internal and external stakeholders, including employees, customers, suppliers, and regulatory bodies.
- Ability to negotiate terms, agreements, and contracts with clients, partners, and vendors.
- Job TypeFull Time
- QualificationBA/BSc/HND
- Experience7 years
- LocationKiambu
- Job FieldSafety and Environment / HSE 
Job Purpose
This position is responsible for defining and implementing the company’s quality, food safety, occupational, health, safety and environment Strategy to support KWAL in the delivery of its objectives through current and future operations while ensuring alignment to Heineken policies and standards and adherence to relevant legal and regulatory framework.
Minimum Required Qualifications, Knowledge and Experience
Academic Qualifications
- Bachelor’s of Science in Food Science / Chemistry/ Biotechnology/ Biochemistry/ or a related in Biological/ Chemical Science.
Professional Qualifications
- Qualified Occupational Health and Safety practitioner- NEBOSH, IGC
- Qualified EIA/ SIA assessor
- Qualified Quality Systems Management
- Project Management Professional (PMP)
- Qualified Kaizen / TPM practitioner/ CI professional.
- Certified ESG practitioner
- Lead auditor OHS/ENVIRONMENT
- Management systems- ISO 45001/14001
- Lead auditor, Quality Management systems QMS
- Lead auditor, FSSC 22000 V.6
- Change management
- Digital Data management- analysis and reporting
- Workplace safety professional Association of Kenya- WSPAK.
- PMI- Kenya
- EIK (Environment Institute of Kenya)
Experience
- At least 7 years, 3 years experience in management role in a manufacturing company
Competences
Technical Competencies
- In depth knowledge in HSE and Quality Strategy development, execution and monitoring
- Good understanding of sensory science practices applicable to alcoholic and non-alcoholic beverages
- Know-how of legal standards for the various product categories
- Practical experience in MS packages and ERP systems/ Power BI, and other visualisation tools
- Skills in Process Design and Improvement
- In depth and technical knowledge of QSHE processes and programs development and implementation
- Demonstrate training needs assessment, planning and execution
- In depth knowledge of HSEQ procedures, policies and documentation development and management
- Knowledge and understanding of methodologies of risk assessment, management and mitigation.
- Experience in developing, implementing, and leading quality, food safety, occupational health safety and environmental risk assessment, mitigation and incident management
- Knowledge and experience in managing quality and food safety management systems
- Technical knowledge on food and beverages manufacturing processes
- Knowledge of Statutory compliance requirements and laws on OHS, Environment management and Quality management in a food manufacturing environment- OSHA2007/WIBA/ EMCA/Product-KEBs / NACADA/ EPR/Sustainable waste management
- Demonstrate and experience in project management,trade quality strategy and stakeholder management
- Knowledge and experience in Management of Circularity /sustainability and EGS initiatives
- Knowledge and Experience in Operational Excellence Management- TPM and Kaizen tools deployment and monitoring
Behavioural Competencies
- Demonstrate strong leadership skills, including the ability to inspire and motivate teams, foster a positive work environment, and drive organizational performance, champion of diversity, equality and inclusivity practices
- Collaboration with the team members and other units within the department and function
- Strong understanding of business principles and practices and ability to assess business risks
- Demonstrate a deep commitment to understanding and meeting customer needs
- Proficient in analysing data and information to make informed decisions demonstrating analytical skills by identifying issues and developing effective solutions
- Effectively communicating and presenting information, insights, and recommendations to diverse audiences through engaging and visually appealing presentations.
- Ability to employ logical reasoning and critical analysis to evaluate information and make sound decisions
- Demonstrate Change management skills
- Continuously seek new opportunities to enhance KWAL products and service, embracing new technologies and methodologies to drive growth and maintain a competitive edge
- Ability to support the professional growth of employees through guidance and feedback
- Demonstrate the ability to negotiate terms, agreements, and contracts with clients, partners, and vendors
- Demonstrate conflict management and crisis resolution skills
- Demonstrate resilient, agility, ability to work under pressure with high integrity
- Job TypeFull Time
- QualificationBA/BSc/HND , MBA/MSc/MA
- Experience8 years
- LocationNairobi
- Job FieldSales / Marketing / Retail / Business Development 
Job Purpose
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)
Competencies
Technical Competencies
- Ability to Manage distributor RTM operations in General trade, Key Accounts and HORECA
- Ability to ensure consistent supply and availability of the product to the end consumer. Able to conceptualise, run activation initiatives and enhance innovation on initiatives.
- Experience in managing profitable portfolio mix, ROI of initiatives as well as distributor/customer profitability. Must be able to apply analytics that predict consumer behaviour at the market levels and optimise product availability and price to maximise revenue growth.
- Exemplary understanding of all the brands, target consumer, where the brands plays vs. competitor brands/positioning competitor activities. Able to educate and enhance customers /consumers' understanding and recall of the brand and its products.
- Adeptness of the trading environment, micro and macro-economic factors, tax regimes and implications, competitor activities.
- Skilled in managing and nurturing relationships with internal and external stakeholders, ensuring effective communication and addressing concerns to foster long-term partnerships.
- Proficient in building and maintaining strong relationships with customers and partners, understanding their needs, and providing solutions that enhance satisfaction and loyalty.
- Skilled in planning, developing, and executing product strategies
- Skilled in understanding and meeting customer needs through effective communication, problem-solving, and service delivery, building customer loyalty and driving repeat business.
- Skilled in data analytics, Sales Force Automation systems and dashboard reporting
- Financial acumen to understand P&L and profitability
- Marketing acumen to understand Brand Power
Behavioural Competencies
- Proficient in analysing complex data and information to make informed decisions.
- 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.
- Make informed and timely decisions that align with the company’s strategic objectives, balancing short-term needs with long-term goals and considering the impact on all stakeholders.
- Utilise analytical skills to identify issues and develop effective solutions ensuring minimal disruption and optimal outcomes.
- Effectively communicate and effectively present marketing 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.
Method of Application
Use the link(s) below to apply on company website.
