Guinness Cameroon recrute !

Level: 5

Reports to: Commercial Development Manager

Context / Scope:

GCSA is establishing a new RTC which entails 100% focus into retail to beat the competition.

• Field sales force should at any time be able to compare individual performance Vs Targets Vs LY and overall company performance

Sales Force Automation is a strong enabler to that growth as it enables: 

• the building of a clear plans for short, medium and long term

• the monitoring of overall performance

• the coordination of sales operations
• the benchmarking against good sales practices across Diageo markets and other industries

Purpose of Role;

To drive Sales force automation deployment across all distribution channels and ensure on time in full stabilization of the tool, in order to deliver a competitive advantage through insightful data and information from field sales operations.

Top 3-5 Accountabilities 

• Ensure on time in full deployment of SFA across all distribution channels (KDs, Wholesalers, Key accounts, specialists…)
• Lead the stabilization / Warranty phase of the project and ensure the relevant level of usage standards are embedded.
• Manage/influence different resources (Regional Sales Administration, KDs SFA analysts…) to adhere to procedures on the usage of the sales automation at the back office
• Initiate continuous improvement measures on systems, policies, ways of working and capabilities
• Sales Data Management: Creating value for Diageo by translating data into insightful information to aid decision making.
• Develop new solutions to drive business performance
• Controls: Business conduct fully in line with Diageo business practise and COBC guidelines.

Functional Responsibilities

• Business Strategy Support
• Accuracy of data extracted from the Sales automation system.
• Sales performance (Vol & KPis) analysis as reported from the Sales automation tool

Sales Automation Project Set up & Management 

• Act as Super User for GCSA, owning the automation tool
• Accomplish project objectives by owning the implementation and evaluation of project activities.
• Achieve operational objectives by scheduling meetings with all stakeholders in order to determine system improvements need and implementing changes
• Enforce policies and procedures relating to the Sales automation usage
• Leading system’s changes from requirements to deployment through appropriate testing and End Users Training

Sales Data Management 

• Ensure availability of accurate Sales reports extracted from the Automation systems and submitted timeously for effective business decision making
• Performance targets (volume, coverage, strike rate, etc.) computation in Sales Automation systems
• Implement and resolve all Sales Automation issues to ensure achievement of sales targets

System administration

• Ensure timely set up of sales partners (KD, DWS, CVS, etc) and all other master data (products, prices, segments, etc) into Sales automation
• Ensure timely support to Field Sales Team on all Sales Automation related issues.
• Manage KD staff recruitment process relating to Sales Automation – functional induction

Qualifications and Experience Required 

• University Degree preferably in Computer Science
• Computer literate and ability to work under pressure and respond to tight deadlines.
• Commitment to sales volume objectives
• Team player
• Full of energy and passion for excellence
• Very ruthless for objective achievement
• Good at problem solving
• Strong negotiation skills

Barriers to Success in Role 

• Unclear measure of performance
• Field data integrity
• Poor understanding of business strategy
• Inability to influence people/ ways of work;
• Poor relationship and influencing skills;
• Poor coaching