Marketing Operations Manager at Kenya Wine Agencies Limited – KWAL
Job Purpose
This position is responsible for leading the implementation
of consumer and trade activities in line with the agreed cycle plan and KWAL
marketing strategy. his role acts as an interface between the Brand and Sales
team to ensure alignment in terms of defining and implementing brand and trade
activities
Main Responsibilities
Marketing cycle planning and Execution
- Collaborate
with the Head of Marketing to drive the planning of the 18-month rolling
marketing cycle plan and ensure that the activities as well as marketing
spend are aligned to the marketing strategy.
- Ensure
that activities are implemented and evaluated on time as stipulated in the
cycle plan and in line with market regulation in order to achieve
marketing objectives.
- Drive
productivity through efficiency and effective use of allocated Marketing
budgets through competitive souring (in coordination with Procurement) and
execution and evaluation of cycle activities.
- Proactively
manage key external and internal stakeholders to drive delivery of cycle
activities On Time In Full (OTIF). Ensure effective communication of cycle
activities across all key stakeholders.
- Source
all Below the Line (BTL) investment which requires constant vetting of
suppliers through regular pitches as well as control during execution and
regular evaluation.
Trade Development Management
- Collaborate
with the Head of Sales and Head of Marketing to drive the development of
trade programs and track performance of the programs.
- Guide
the Area Sales Managers in development of Joint Up Business plans with key
focus Anchor outlets in line with the Trade Development and Channel
strategy
- Provide
strategic support to HoReCa and key accounts channels which require
category management and multi- level engagements
- Work
with the Brand team to oversee the execution of BTL (Below the Line)
marketing mix deployment, that includes POS visibility deployment, Channel
Retail Media solutions, Consumer Engagement platforms and National
Consumer promotions.
- Assist
the marketing and sales teams in effective tools, to implement and
evaluate consumer and trade activations and merchandising plans.
- Provide
appropriate support to the sales team (NSM/ Trade Development Manager/
Territory sales Managers) to develop trade activities that are aligned to
the delivery of business objectives
- Develop
innovative ways of activating consumer touch points and trade point of
sale touch points.
- Conduct
trade visits to ensure effective execution of initiatives by agencies as
well as BTL visibility suppliers in line with set KPIs. Weekly reviews
done on all ongoing projects as well as Half Year reviews conducted to
have an overview of what is working, what is not working and what needs to
improve.
- Plan
forums and activities that foster as well as drive relationships with
commercial stakeholders.
Minimum Required Qualifications, Knowledge and Experience
Academic Qualifications
- Bachelor
of Marketing, Business Administration, Communications or Related
field.
or - Master
of Marketing, Business Administration, Communications or Related field
will be an added advantage.
Professional Qualifications
- Must
hold a professional qualification in marketing
Experience
- At
least 6 years, 2 years’ experience in management roles in a FMCG marketing
firm, advertising agency or within any similar organisation.
Competencies
Technical Competencies
- Evidence
of marketing and portfolio building achievements.
- Ability
to develop and execute comprehensive marketing strategies that drive brand
awareness, engagement, and growth.
- Skilled
in identifying and pursuing new business opportunities to drive growth and
revenue.
- Ability
to understand new offering value propositions in order to lead performance
conversations, effect positive change and growth.
- Expertise
in developing and managing the brand identity to ensure consistency and
alignment with the company’s values and goals.
- Skilled
in fostering a culture of innovation within the organisation by
identifying and implementing new ideas, processes, and technologies.
- Proficient
in conducting thorough research, collecting and analysing data to gather
insights and inform decision-making to support marketing and innovation
strategies.
- Expertise
in identifying, engaging, and managing strategic partnerships with key
stakeholders, including internal teams, clients, and external partners.
- Expertise
managing a portfolio of projects and initiatives within the marketing and
innovation division.
- Demonstrate
experience in planning, managing, and optimising budgets for marketing and
innovation projects.
Behavioural Competencies
- Lead
and motivate teams to achieve organisational goals.
- Support
the professional growth of employees through guidance and feedback.
- Demonstrate
a commitment to enhancing processes and performance. Exhibit strong
ability to develop detailed and effective plans.
- Maintains
a high level of organisation in managing tasks and resources.
- Proficient
in analysing complex data and information to make informed decisions.
- Strong
understanding of business principles and practices, including financial
management, marketing, and operations.
- Ability
to negotiate terms, agreements, and contracts with clients, partners, and
vendors.
- Demonstrate
a deep commitment to understanding and meeting customer needs.
- Exhibit
strong self-awareness and empathy, effectively managing personal emotions
and understanding those of others.
- Utilise
analytical skills to identify issues and develop effective solutions.
- Employ
logical reasoning and critical analysis to evaluate information and make
sound decisions.
- Encourage
innovative ideas and approaches to improve products and processes.
- Continuously
seeks new opportunities to enhance products and services. Make informed
and timely decisions that align with the company’s strategic
objectives.
- Communicate
effectively with diverse audiences, ensuring clarity and
understanding.
Kenya Wine Agencies Limited (KWAL) was incorporated in 1969
and over the years KWAL has become a leading East African beverage champion in
the manufacturing, exporting and importation of a wide range of alcoholic and
non-alcoholic beverages. KWAL is a HEINEKEN OpCo.
Sales Operation Executive at Kenya Wine Agencies Limited – KWAL
Job Purpose
This position is responsible for maintaining and managing
commercial assets (coolers, draught machines, phones, SFA, vehicles) and the
related opex budgets. The sales operations executive monitors, analyses
and reports on Sales Execution KPIs across all consumer drivers, across all
channels (GT, HORECA, MT).
Main Responsibilities
KPI tracking and monitoring
- Ensures
accurate tracking and monitoring of different sales execution KPIs through
various tools
- Analyses
and provides insights into the execution KPIs, reports back to commercial
leadership team to drive continuous improvement cycle
- Tracks,
through digital tools, business objectives
- Monthly,
quarterly and annual calculation of sales incentives
Dashboard & management reporting
- Understands,
and builds commercial dashboards to drive business insights
- Maintains
accurate Master Data for all commercial data (brand, area, channel, SKU)
- Prepares
management reporting on market trends, numeric distribution insights,
brand value and volume share both on weekly, monthly (BPR), quarterly as
annual basis
- Provides
insights to the wider commercial team
Asset management
- Responsible
for acquisition & maintenance of commercial assets (coolers, draught
machines) in liaison with third party suppliers
- Tracking
of commercial assets, builds plan for optimal allocation of assets, assist
in deployment
- Manages
opex for commercial assets
- Supports
in vehicle usage and maintenance
- Drives
Road Safety culture
Distributor incentives
- Understand
and provides insights into Distributor Trade Terms
- Monthly
calculation of distributor incentive pay-out, in liaison with finance and
customer service
Distributor Data Automation
- Project
coordinator for distributor automation journey
- Analyses
distributor data to provide actionable insights to KWAL internal teams as
well as distributors
- Drives
automation journey in the commercial space
Minimum Required Qualifications, Knowledge and Experience
Academic Qualifications
- Bachelor’s
degree in Commerce, Marketing, Sales, Data Management or business related
field
OR
- Diploma
in relevant field with 4 years of experience
- Must
possess a clean and valid driving license.
Experience
- At
least 3 years’ experience in a similar role
- Experience
in trade marketing, sales of data management, preferably in FMCG industry
or manufacturing is an added advantage
- Practical
experience in the use of MS packages and ERP systems
- Proven
skills in PowerBI reporting, Excel Macros
- Coding
skills as an added advantage
Competencies
Technical Competencies
- Good
understanding of sales concepts
- Previous
sales experience with successful track record would be advantageous
- Ability
to manage budgets and optimize spend
- Proficient
in building and maintaining strong relationships with internal
stakeholders
- Skilled
in understanding data and reporting needs, translating business
requirements into dashboards and management reports
- Ability
to driving own development plan and contribute to the team’s objectives
- Coding
or PowerBI development skills
- Advanced
Excel skills (macros) and able to process and analyse large datasets
Behavioural Competencies
- Proficient
in analysing data and information to make informed decisions
- Ability
to negotiate terms, agreements, and contracts with clients, partners, and
vendors.
- Understand
and meet internal and external customer needs.
- Self-awareness
and empathy, effectively managing personal emotions and understanding
those of others.
- Utilise
analytical skills to identify issues and develop effective solutions.
- Employ
logical reasoning and critical thinking to evaluate information and make
sound decisions.
- Ability
to come up with innovative ideas and approaches to improve products and
processes.
- Seek
new opportunities to enhance products and services
- Make
informed and timely decisions that align with the company’s strategic
objectives
- Ensure
all tasks are completed timeously
- Communicate
effectively with diverse audiences, ensuring clarity and understanding.
Kenya Wine Agencies Limited (KWAL) was incorporated in 1969
and over the years KWAL has become a leading East African beverage champion in
the manufacturing, exporting and importation of a wide range of alcoholic and
non-alcoholic beverages. KWAL is a HEINEKEN OpCo.
Brand Executive – Beer
This position is responsible for supporting the development
and execution of brand strategies for KWAL’s brands. This role involves working
closely with cross-functional teams to ensure the effective implementation of
marketing plans that drive brand growth and achieve business objectives.
Trade Marketing Executive
This position is responsible for creating and implementing
strategies to enhance the visibility, availability, and sales performance of
the Company’s brands in specific trade channels. The role involves aligning
with sales and marketing teams to execute trade campaigns effectively while
maintaining strong relationships with warehousing and procurement.
Sales Operation Executive
This position is responsible for maintaining and managing
commercial assets (coolers, draught machines, phones, SFA, vehicles) and the
related opex budgets. The sales operations executive monitors, analyses
and reports on Sales Execution KPIs across all consumer drivers, across all
channels (GT, HORECA, MT).
Microbiologist/Hygienist
This position is responsible for conducting microbiology
tests of all finished products, line samples, process- swabs, special samples,
water as a main process input, and raw materials, as per established sampling
plans and providing analytical reports and trends for decision making.
The role holder will lead and maintain the highest standards of hygiene
and sanitation in the production facilities through implementation of GMP/
hygiene protocols and as directed by Heineken Beverage (HB) standards for manufacturing
and FSSC v6 requirements facilities.