Chief Commercial Officer Job in Kenya


Role: Chief Commercial Officer
 
Reports to: CEO

Job Summary
 
Commercial Destination:Delivering Sustainable Volume & Profit growth through World Class Marketplace Execution

World Class Marketplace Execution means executing a segmentation strategy based on robust shopper & consumer insights (one store at a time) across the entire universe of retail trade (e.g., Supermarkets, Traditional Trade, Emerging Channels, etc.) to ensure:
  • The Right Brands for the key occasions that exist within each store are available
  • The most Appropriate Packages that best meet each occasion exist in the outlet
  • The selected brands & packs are merchandised in the best location in store
  • The Right Price Points are selected to meet different occasions (RGM)
  • The Right Value Proposition (promotional mechanic / combo) for each occasion is demonstrated
  • The Right in-store Message that fits the specific shopper/occasion is communicated
  • Right people doing the right jobs (well placed, trained, motivated, capable etc)
Commercial Director Role Objective:  

Deliver leadership in commercial management inclusive of:
  • Route-to-Market Optimization
  • Account Management & Collaboration (Traditional Trade & Key Accounts)
  • Productivity across Sales Force & Route Delivery
  • Environmental sustainability
  • System Alignment 
  • People Development
Key Responsibilities: 
  • Accountable for developing and implementing Annual & Long Range Commercial Business Plans
  • Develop appropriate goals, metrics, & management routines to support delivery of both Business Plans & the BIG Commercial Destination : “Sustainable Volume & Profit Growth through World Class Marketplace Execution”
  • Lead and manage sales and key account management teams
  • Responsible for growing total NARTD unit case volume whilst growing Core Sparkling Beverages
  • Responsible for increasing market share (Volume & Value) in all existing categories
  • Execute successful launches of new beverage categories (including deploying new RTM models where appropriate)
  • Accountable to develop & execute Revenue Growth Management strategies for sustainable Revenue/case growth
  • Responsible for building collaborative work relationships with key customers, industry associations, & stakeholders (system alignment)
  • Responsible to improve the organizational capability and human capital; delivering a robust talent pipeline of succession
  • Key member of the Country Leadership Team to set strategy, vision & culture
Required Qualifications / Experience
  • Minimum bachelor’s degree and preferably an MBA from a recognized business school.
  • Over 10 years of relevant experience working in a Sales, Marketing or Commercial role with:
  1. a minimum of 5 years experience working in the beverage industry
  2. a minimum of 3 years experience working as the head of the unit / department.
  3. a minimum of 3 years experience working in Emerging Markets
  • Experience managing a revenue budget in excess of USD 60M and leading a sales force across multiple geographies, territories or business units.
  • Experience leading or overseeing post-merger implementation plans, in particular sales, marketing, channel and route-to-market optimization.
  • A track record of leadership with a focus on monitoring and driving execution towards the realization of revenues synergies.
Required Competencies
  • Experience in multi-location / operations management
  • Previous experience in rolling out new sales and marketing structures
  • Revenue and volumes growth
  • Good knowledge and experience in beverage industry
  • Knowledge of local FMCG market dynamics
How to apply:
 
Applicants should email their applications attaching a detailed curriculum vitae and a letter indicating why they are interested in and qualified for the position and the names of three referees who can provide confidential assessment of their capabilities to a Search Committee. 

All communications relating to applications for this position should be addressed to: therecexpert@gmail.com.
 
Applications should be received by 10th May 2013. 

Only shortlisted candidates will be contacted. 

On the subject matter of the email please indicate the position you are applying for.