Sales Capability Senior Analyst

Job Description

Role:

Key Purpose is to Support WS (Whole sales) Strategy Manager in transforming the indirect sales,and distribution/Wholesale channel performance by developing an executional channel sales strategy for Egypt beverages that will support our GTM(Go To Market), volume, market share, profit and revenue objectives and leverage our competitive edge within the market through customer segmentation, allocating investment for each segment, designing new pay for performance mechanism, developing business plans for each customer & delivering all KPIs related to the wholesale channel performance, through effective collaboration and influencing of the field sales management.

Accountabilities :

• Assists WS Manager in Partnering with the RSMs, to deliver the yearly wholesale channel AOP(Annual Operating Plan), through having a solid action plan for each segment which includes infrastructure requirements to achieve volume, profitability and productivity results.
• Monitor and evaluate wholesale channel performance, accountable for revenue, volume, Market share and (NOPBT).
• Assists WS Manager in Partnering with RSMs(Regional Sales Managers) to set the channel’s Annual D&A (discounts& allowances) strategy by segment and synchronize rate per case strategy across all units, channels, and regions.
• Develop and maintain strong relationship with the Key wholesalers nationwide.
• Ensure proper execution of all merchandising and operational priorities (to include Trade promotion planning and budget tracking).
• Report competitive activities to the Trade Marketing team in order to be incorporated into the monthly Competitor Activities Report.
• Partner with finance planning to develop P&L(Profit &Loss) financial model for the channel.Measures :
• Sales/volume/NOPBT targets for the channel.
• Wholesale channel KPIs objectives (trucks productivity, infrastructure deployment, competitive market calendar, loyalty programs, tactical D&A )
• Lead on the pockets & rural program strategy and execution across all regions (Route KPIs, cold space penetration, volume, and SDO’s (sales developmental objectives ).
• Infrastructure deployment and loyalty programs results and execution timelines.
• Wholesale channel’s P&L. (Profit & loss )