Head of Sales Operations Guinness

Job Title: Head of Sales Operations
Level: Senior Management
Reports To: Commercial/Sales Director

About Us
UBL is a subsidiary of EABL who owns 98.2% of UBL and 100% of IDU. Diageo in turn own 50.03% of EABL.

UBL operates within a multi-cultural, multi-national environment. UBL is further categorized into Demand and Supply functions. The Supply business is involved in the production of beer and spirits. The Demand business is involved in marketing and selling the product through RTM partners and retailers to consumers.

About Role
This role is located within the Demand/Sales business function. This role is critical to the overall UBL short-, medium- and long-term strategy in developing systems and processes to drive overall sales effectiveness and the achievement of the sales function KPI’s.
The Head – Sales Operations is the high-level contact between UBL and the sales team and is responsible for sales operations support. This is a field and office-based position requiring close liaison with the Commercial Director and the sales back-office support teams including Administration and Customer Service as well as key stakeholders in Supply and Finance. The role is also required to build business relationships within the Sales and marketing functions and senior management with a key influence in effective implementation of the business plans.
The purpose of this role is to build capacity of the regional sales team to achieve agreed sales, distribution, market share and performance objectives through the effective management of both Distributor and Retail sales operations.

Financial Responsibilities:
As per Annual Operating Plan

Market Complexity:
UBL is a strong player in the Total Beverage Alcohol business with ~59 % value share of the beer market and ~60% value share of the spirit’s market. UBL operates in a very competitive environment that has seen new entrants enter the alcohol industry. The nature of competitors is complex with both illegal and established players operating within a market that has regulatory challenges. The market situation is changing rapidly due to the economic situation, declining disposable income and opening up of the economic trading blocs allowing in flow of products from other markets.

The trade is evolving and becoming more sophisticated especially at retail level. Retailers are becoming more demanding as they become more profit driven and as competitors fight for share. Consumers are becoming more sophisticated which requires more innovative ways of convincing Legal Age Drinkers to choose our brands. All channels are important in distribution and availing our products to consumers. Trade partnerships are crucial in ensuring that service to consumers exceeds their expectations.

Leadership Responsibilities:
To constantly monitor and evaluate the Distributors, RTC and team performance. Developing and proposing clear actions and plans for improvements and growth.

Role Responsibilities
• Work with the Commercial Director to develop the Annual Sales budget and manage it to optimize its allocation and minimize overspend.
• Work closely with the field sales team to provide sufficient reporting and dashboard management for the sales force.
Support sales effectiveness to define KPI’s and sales force performance.
Develop efficient systems to measure and support sales team performance.
• Accelerate RTC implementation to deliver significant distribution gains and beat competition.
Deliver step change in sales capability and commercial standards.
• Deliver Transformation in commercial standards and sales execution at retail and distributor level.

Qualifications and Experience Required:

Qualifications
• A bachelor’s degree in a business-related field
Experience
• At least 3 years’ experience in a similar role with a minimum of 3 years field sales experience at managerial experience
• Strong track record in People Management & / or commercial roles within a consumer goods environment
Strong analytical skills and problem-solving mindset.
• Proven project management expertise
• Ability to manage and prioritize across a broad portfolio of responsibilities
• Diligent attention to detail
• Collaborative approach to business
• Strong people management skills
• Excellent influencing skills