AutoReqId 31365BR
Function Sales
Context/Scope:
EABL operates within a multi cultural, multi national, multi currency environment. EABL comprises four business units: KBL, EAML, CGI and UBL. KBL is further categorised into Demand and Supply. The Supply business is involved in production of beer and spirits. The Demand business is involved in marketing and pushing the product to consumers. This role is located within the Demand Sales business. Therole will be critical to the overall KBL short, medium and long term strategy in developing and driving our customer marketing strategy and operational excellence. The job holder is expected to have a high ability to build and develop relationships with customers with high levels of respect/contact required. The job holder works closely with the other areas of sales including Field Sales and Sales Operations.
Top 3 - 5 Accountabilities:
Internal and External Collaboration
• Deep understanding of customer needs: Knows what it will take to create more profitable winning customer propositions and translates this into customers plans
• Manages multiple stakeholders (internal & external), champions compliance to EABL code of business / responsible drinking and can create effective relationships with suppliers and key customer contacts.
Translating insights into executable projects
• Superior data analysis skills. Comfortable working with high volumes of complex data. Can extract simple, penetrating, actionable insights from multiple sources of information.
• Excellent project management capability: Able to hold the big picture outcomes, sustains commitment to the outcomes and focuses on the priorities.
• Measures and manages what matters most: Confronts reality and course corrects with agility.
• Excellent financial & budgetary management to deliver on time, to budget. Works to extract maximum return from each shilling invested
• In conjunction with Cycle Planning Managers and Marketing team, identify outlet visibility and functional POS material requirements and consolidate into one order.
Brilliant Execution:
• Prioritises and resources for success: Identifies and clarifies all the necessary connections required for success.
• Is obsessed with great execution at the moment of choice: is disciplined in planning and clarifies the specific outcomes so that others are able to do what is required of them.
Qualifications and Experience Required:
• 1st Degree in a business related field.
• Multifunctional commercial experience: customer marketing, category management, market research & data analysis experience.
• Knows how to get things done in customers: has an in depth understanding of strategic customers - their business strategies, structures, operating practices & culture as well as their shoppers/drinkers
• High level of understanding and experience of customer engagement and project management
• Balance of strategic thinking and analytical skills with a drive for execution
• Skilled in fostering commitment through team working.
• Coaching capability - Able to coach functional capabilities with teams and colleagues.
Barriers to Success in Role:
• Inability to connect and build positive relationships.
• Inability to engage and escalate at Senior Level.
• Inability to appreciate the changing competitor landscape in the market place.
• Customer expectations and sales team expectations.
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