Job Purpose: To lead the Commercial Activation, CVM and 3D (Distribution, Display and detailing) strategies and executional standards across all channels in Kenya and Nigeria.

This person will lead the design and execution of channel / customer related strategies based on deep understanding of shoppers, category, product and trade.

The person will also be responsible for category captaincy, promotions and customer marketing plans and lead channel/customer data analysis via agencies, local systems(Qlick view, VEEVA).

This role will design and execute programs to build capabilities of sales and commercial organizations (BI and distributor employees) across Kenya to execute trade marketing strategies.

This person will design and roll out regional programs such as “perfect store” to leverage customer and shopper insights and drive and executional excellence in key growth customers

This person will be responsible to ensure sales delivery by closely collaborating with sales managers to ensure sufficiency.

The role involves high levels of collaboration with category managers, regional/global marketing, regional trade marketing and local sales organization to ensure short term and long term sufficiency.

Duties
Deliver sales, share, sales fundamental targets across channels in Kenya
Create “blue print” sales model for new products providing volume; value and share forecasts for medium to long term planning
Owner of channel related strategies and plans to deliver channel/customer specific KPIs; Design and roll out customer/channel KPIs leveraging shopper learnings and tools (VEEVA)
Owner of all category management and shopper insights across all national/regional customers. Design a compelling trade selling proposition relevant to customer engagement.
Sales input for NBOs; incl pipeline and calendar for launches
Provide a clear pharmacy and doctor segmentation models. Lead CVM for the market.
Design route plan optimization and coverage efficiency models for doctors and pharmacies. Design territory coverage models as part of the CRM process
Develop in store visibility guidelines (e.g. share of shelf requirements, planograms, category layout and proper adjacencies) and measurement tools across the region. Design perfect store initiative across all channels and markets
Develop product availability, range guidelines and MSL by outlet format
Drive and deliver in-store POP and POS innovation projects
Design promotional guidelines and tools to measure (ROI on promotional spend)
Coach and train relevant colleagues on category management and in-store execution standards and the BI Way (e.g. 9 steps of the call)

Main Performance Measures
Sales, share and in store KPIs by channel for Kenya
Establishment of a robust category vision based on shopper and customer insights. Translate the key insights into a value add category leadership position with BI’s key trade customers
Significant efficiency improvement of selling and detailing resources based on customer segmentation and targeting and coverage optimization initiatives. Measure and quantify efficiency improvements
A complete revamp of in-store standards across all channels. Consistent increase of share of shelf and share of display across targeted outlets
Expanded distribution of MSL (must stock list) SKU in identified outlet formats. Measure increase of numeric and weighted distribution
Enhanced efficiency and effectiveness of promotional activities. Quantify improved ROI on promotional spend
Improved efficiency of sales organization(BI and distributor) based on upgraded capability and know-how of the BI Way, category knowledge and in-store executional guidelines

Qualifications and Requirements
Business Degree
5+ years experience
Experience in Trade marketing; proven track record in developing channel/customer specific strategies/plans
Experience working with quantitative & qualitative Research
Experience in working with retailers
Experience working with distributors
Proven track record in developing category strategy & put it into excellence in execution and performance
Working experience with Innovation projects, acquaintance with innovation tools & methods
Skilled in Word, Excel and Power Point
Excellent project management skills
Strong written and oral communication and presentation skills
Data Analysis and decision making
Externally focused; thinks from the customer point of view
Must be capable of thinking strategically
Strong innovative skills
Must be able to work well in cross functional teams, both as a team player and a team leader
Excellent interpersonal skills, with the ability to lead through influence
Excellent analytical skills
Strong skills in managing complexity
Strong problem-solving skills
Results driven
Well-structured, focused & setting clear priorities
Proven self-starter with strong initiative, enthusiasm for business, and results orientation.
Organizational Skills – Able to manage periods of heavy and conflicting demands
Proactive & Self confident

How to Apply
Deadline for applications is on 6th February 2016

Applications to be sent by email to apply@dumaworks.com marking the subject as “2044”, Your Full name & Phone number e.g. 2044, Barack Obama, 07xxxxxxxxx.

Please include
(1) cover letter describing your interest (please include your salary expectations / range)

(2) Your Resume (or CV) including references

Applications will be treated confidentially. If you don’t follow these instructions, your application will not go through.