Job Description

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Immediate Superior: Head of Customer Centricity
Location: Stellenbosch / Sandton
Function: Commerce
Sub Function: Customer Centricity
Type of Contract: Permanent
Reference Number: 111656
Closing Date: 31/05/2024Purpose of the Job:Accountable for Excellent Omni-Channel Execution sales and merchandising standards implementation. This role includes relentless governance and gate keeping of EOE Action Plan adherence and implantation with all parties involved internally and externally. This role is responsible in driving execution excellence of HBSA 3rd Party's Sales and Merchandising fields forces in-line with Heineken Global EOE standards. It oversees Execution Tracking and development sales force of the future roadmap, through clear change management process, aligned to EOE standards & HBSA sales operating model. This role ensures capability development standards & sales & merchandising processes are implemented in-line with agreed EOE Action Plan and Heineken ways of doing sales. In this role it is required to develop SLA's with 3rd party Sales and merchandizing service providers, including guidelines, tools and measurements aligned to HBSA Sales and Global Heineken Standards. Role is requited to manage all relevant Sales 3rd Party's against SLA's to achieve HBSA commercial objectives. It ensures EOE continuous improvement cycle is in place via collecting & cascading feedback from front-liners & customers and via providing recommendations to evolve our route-to-consumer models.Key Responsibilities:Sales force of the future delivery

• Drive EOE standards deployment in Field Sales Force management
• Implement EOE standards in planning and deploying Sales and Merchandizing capabilities to owned Sales Force and 3rd party Sales and Merchandizing service providers
• Support strategic direction of 3rd party sales force and merchandising future capabilities building
• Embed systems and tools specified to support field sales and merchandizing force
• Support & guide capabilities team in direction of rolling out sales force of the future model in-line with EOE global standards
• Lead Change Management processes coordination across functions to support merchandising and sales forces on the ground

Management and development of a functionally competent team

• Ensure EOE Heineken Global framework is adhered to in Sales Analytics and in Sales reporting standards
• Focus on delivering of EOE Action Plan milestones in RTC transformation
• Develop, execute and track SLA's for all 3rd party's sales & merchandizing providers
• Budget setting, tracking, management & reporting
• Development of a clear KPI's and processes, aligned to HBSA sales commercial targets and regional objectives in-line with EOE standards
• Develop Quarterly Sales KPI's with a clear X+1 (stretched KPI) factor
• Routine monitoring and oversight of sales & merchandising teams' KPIs
• Maintains communication channels within and between Trade Marketing / Brand team, Regions, KA team, Third Party teams and Consumer Market Intelligence teams
• Carry out standard Operational efficiency tasks to ensure:

o Sales & merchandizing Calls effectiveness & efficiency
o Optimum outlet universe coverageThird party Management and operational excellence

• In-line with agreed and signed-off EOE action plan ensure all Heineken Global standards and implemented and reflected correctly in local Sales Operating model
• Drive HBSA safety agenda with all stakeholders, including 3rd party, in-line with EOE Safety protocols
• Ensure communication and adherence to HBSA merchandising process, including site procedures
• Annual contract management process with 3rd party sales and merchandizing service providers including optimal budgeting & performance tracking
• Setting-up & implementing clear asset management guidelines in-line with EOE
• Drive monthly Steerco meetings between 3rd party providers & Sales Leadership
• Manage/train and address EOE gaps with all front-line sales teams
• Liaise with global around EOE best operating practices
• Ensure in-trade execution tracking capability and performance measurements are instituted
• Drive effectiveness and excellence of in-store execution with field force
• Ensuing adherence to Heineken Global Fair Wage policy & governance in co-operation with CR & HR

Policy development and project management

• Development or amendment of Sales related policies, as required
• Establish and drive ad-hoc sales related projects, as and when needed

Job Requirements:

• University degree in Commercial field, Science or comparable is needed.
• Broad experience of commercial (+10 years) working in sales, customer marketing, retail or planning functions, with a minimum of 5 years managing teams

Demonstrates HEINEKEN Behaviours aligned to role expectations:
Deliver:

• Play to win & celebrate success.
• Deliver the goods.

Shape:

• Think consumer first.
• Make courageous moves.

Connect:

• Champion a culture of belonging.
• Learn, share & reapply.

Develop:

• Have real conversations.
• Embrace learning & growth.

The Company's approved Employment Equity Plan and Targets will be considered as part of the recruitment process. As an Equal Opportunities employer, we actively encourage and welcome people with various disabilities to apply. Heineken Beverages (South Africa) (Pty) Ltd) is committed to an organisational culture that recognises, appreciates and values inclusion and diversity. You must be fully eligible to live and work in South Africa to apply.

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