Sales Performance & Operations Manager-Kilifi

This position reports to Chief Commercial Officer. The employee will supervise sales Analyst, sales co-ordinator, and back-office support.

Overall Responsibility:

To lead back-office operations, ensure sales reporting, lead /interface field sales & plant support & manage commercial resources for efficient use.

Duties & Responsibilities:

  • Overall Responsibility:
  • To Lead back-office operations, ensure sales reporting, lead /interface field sales & plant support &
  • Manage commercial resources for efficient use.
  • Purpose of the position:
    To work within the Sales Performance team to effectively and efficiently acquire, update and analyse on continuous basis relevant information about the business and market environment (customers, competitors); Transform the acquired data and information into market intelligence information and deliver it timely to the relevant stakeholders.

  • Key Accountabilities
    Consumer Insight
    • Manage a range of consumer research projects in our franchise to deliver key insights to drive marketing decisions.
    • Manage the Route to market (RTM) program with accountability for standardizing methodology, quality control, interpretation and presentation of results.
    • Manage specific research projects within our franchise with accountability for methodology, agency management and delivery of insights.
    Variable Compensation
    • Manage the Compensation scorecard and assist with compensation process. 
    • Develop appropriate methodologies for Sales – Out effectiveness. 
    • Implementation of RTM model to measure brand performance and provide hints / cues on areas of improvement in order to optimize brand health and to drive brand competitive advantage.

    Information Systems 
    • Manage retail measurement systems RTM to track the effectiveness of the route-to-consumer strategies as well as monitoring retail customer satisfaction on a regular basis and reporting.
    • Consolidating competitor activity with a view to providing early warning of potential competitor moves and likely responses to marketing initiatives.

    Qualifications and Experience Required
    • Business degree with majors in economics, statistics, or social sciences.
    • Minimum of 3years’ experience in a market research agency and/or working in an FMCG organization.
    Roles, Skills and Attributes Required
    Numeracy: Understand and be able to calculate sales trends, targets moving annual numbers, market share and growth, means, %variances, weighted averages… correlations, etc… Analytical ability is vital. 
    Computer Literacy: working knowledge of Microsoft Office software and be able to develop spread sheets and presentations.
    Business Development: Understanding distribution channel economics (Pricing, profits, margins, fixed /variable costs), establishing systems at Distributors and stockists to run and evaluate these businesses to agreed CCB standards.
    Training: of Distributors/stockiest, management and staff.
    Administration: Setup and maintain accurate records and reporting systems.
    Interpersonal Skills: Able to gain respect of stakeholders, owners of Distributors / Stockist. Strong Leadership skills.

    Barriers to Success in Role
    • Inability to work under pressure.
    • Inability to use Microsoft suites especially Excel.
    • Inability to understand and have business insights in sales reports.
  • Flexible Working options
    Role is based in the head office with occasional field activities.

              Other attributes required.

  • Knowledge in transport and logistics,
  • knowledge in Retail sales,
  • People Management,
  • Good Communication skills,
  • Knowledge in Account reconciliation,
  • Knowledge in order processing,
  • knowledge in sales analysis
  • Knowledge in Business planning/Forecasting

Method of Application

Interested  and  suitably  qualified  individuals  should  email  their  application  letter  with  salary expectations, enclosing copies of academic and professional certificates (in zipped format), detailed CV indicating work experience, contacts and addresses of relevant referees within two weeks from the date of the advert. Use the email- Only shortlisted candidates will be contacted.