Divisional Commercial Performance Manager

Job Title: Divisional Commercial Performance Manager
Level: Mid-level management
Reports To: Divisional Sales Manager

About Company

Diageo is the world's leading premium drinks company with an outstanding collection of brands, such as Johnnie Walker, Smirnoff, Baileys, Captain Morgan, Tanqueray and Guinness. Our purpose - Celebrating life, every day, everywhere - has an important role in our company, for our people, our diversity, our brands, in how we perform and how we create shared value.

KBL is the engine of EABL - the #1 FMCG business in Kenya.

We have huge ambitions in KBL! We want to grow NSV to $1B (CAGR 8%), Operation profit at $378m (CAGR 10%) and Total Beverage Alcohol at 85% (+50%bps YoY) by the end of F'30. This is fueled by a clear strategy, strong growth drivers, enabled by innovation at scale, digital transformation. Advantaged route to consumer, society 2030, a strong supply footprint and productivity.

About Role

At Diageo, we do Sales differently. We're the leading beverage alcohol company in every region of the world, boasting internationally recognized brands such as Baileys, Guinness, Smirnoff, and Johnnie Walker. And this is your opportunity to create new ways to share and celebrate our truly iconic products across the globe. We offer a perfect blend of local and global roles, covering everything from digital to customer service, our immersive store experiences to international operations. Wherever you are, you'll need to be able to forge lasting relationships, bring commitment and energy to improve our performance, and a genuine entrepreneurial spirit in tune with our company's proud legacy.

At Diageo, character is everything. If you share our sense of adventure, you'll have the chance to learn a huge range of skills and fields, and build an exceptional career with us.

The Divisional Commercial Performance Manager role is crucial in driving Performance Management, Execution Excellence, Governance, Risks and Controls and Resource Management.

The job holder works closely with the Divisional Sales Manager and Heads of Function within the Commercial function.

Purpose of Role

To ensure that the Commercial Performance Reporting, Routines and processes are understood, that users are trained to use the systems and that business processes and working practices across the division and distributorships are in line with Diageo Way of World-Class Selling and Code of Business Conduct.

In addition, the role will be responsible for management of the Sales teams and sales tools to assure return on EABL's investment through volume and NSV growth.

Role Responsibilities

Performance Management - Business & People

• Robust Business performance management and insights with right performance tracking, analysis standardized quality meetings with clear inputs & output. (Depletion and drivers of Depletion)
• Sales Force Effectiveness - Execute appropriate coaching and calls.
• Track actual sales performance vs forecast by providing analysis & recommendation for remedial action/s.

Excellence in Execution

• Maintain optimal inventory levels throughout the supply chain to optimize use of working capital, reduce cost and improve efficiency.
• Maximize sales force productivity through effectively managed retail call activities.
• Audit the effective use of point of purchase materials regularly.

Governance, Risks & Controls

• Effective stock take and SIT(Stock in Trade) reconciliation to ensure no exposure to KBL.
• Distributors are optimally using the DMS tool effectively & efficiently.
• Master data stability and ensure data integrity across the division.
• Keep oversight of overall records and management within the agreed levels.
• Coupa and contract management of the purchase orders (POs) lifecycle.

Resource Management - Activities and Productivity

• Ensure all expenditures are effectively tracked and monitored and appropriate budgetary controls are in place to minimize business risks i.e., Fleet, office, T&E, etc.
• Manage assets i.e. Below the line (BTL) assets and or coolers to ensure that resources are secure and used in the most efficient and effective manner.
• Undertake regular audits to ensure that all expenditure achieves the desired results with corrective remedial actions.

Qualifications and Experience

Qualifications

• A business-related degree or equivalent.

Experience and Skill

• 2 years' experience in analytics and at-least 2 years in a field sales role
• Strong attention to detail.
• Excellent Data mining skills and ability to monitor data quality.
• Excellent interpersonal skills including the ability to influence.

Competencies

The candidate must demonstrate mastery in managing performance through managing customer performance review, managing promotional execution, driving excellence executional standards, Governance, risk and resource management.

Commitment to Diversity & Inclusion:

Celebrating our inclusive and diverse culture is core to Diageo's purpose of "celebrating life every day everywhere". This purpose is inclusive in nature, as it values everybody irrespective of background, disability, religion, gender or ethnicity.

At Diageo, we pride ourselves on our fast paced, bold and agile culture. Our ambition is to create the best performing, most trusted and respected Consumer Products Company in the world. To achieve these, we need the world's very best people.

Flexibility is key to success in our business and many of our staff work flexibly in many different ways, including flexible location.

Feel inspired? Then this may be the opportunity for you. Apply to join us.