Job Description
We are pleased to announce the vacancy
for Commercial Operations lead within Channels, Sales
& Distribution Division. In keeping with our current business needs, we are
looking for a person who meets the criteria indicated below.
Reporting to the Chief Channels
Officer, the Commercial Operations lead will undertake the
below.
Role
purpose:
Responsible for building a clear commercial strategy and
execution plans (including Route to Customer) that delivers a superior customer
experience and protect and grow the Safaricom product portfolio. The role will
require an in-depth understanding of the business (products, customers, agile
philosophy way of working, industry complexities) as it is crucial to delivery
in the role.
Duties & Responsibilities
Key
accountabilities and decision ownership:
Route
to Customer
- Develop and execute a
comprehensive channels strategy that outlines the optimal mix of direct
and indirect channels (e.g., retail, digital, third-party partners) to
reach target customer segments effectively.
- Identify, onboard, and manage
relationships with channel partners in conjunction with regional leads to
align strategies, set performance targets, and optimize mutual business
outcomes.
- Identify opportunities to expand
the reach of SFC Portfolio by exploring new channels, markets, and
distribution partnerships. Continuously optimize channel mix and
performance through experimentation, analysis, and adaptation by
leveraging insights including big data analytics
- Develop fit for purpose
commercial and execution standards/policies for the SFC channel partner
ecosystem.
Commerical
Planning
- Manage the commercial planning
process with the commercial business units (CBO, FS & EBU) to ensure
flawless execution.
- Manage the Network Roll-Out
process with the Technology team to ensure superior network experience.
- Provide support and resources to
regional teams and channel partners to enhance their effectiveness in
selling SFC portfolio. This may include training, sales collateral
development, product demonstrations, and incentive programs.
- Develop and oversee the annual
joint business plans with SFC partners (Dealers & Mpesa HOs)in line
with Mission priorities.
Channels
Capability
- Develop and maintain a fit for
purpose channels capability curriculum for both internal and external
stakeholders.
- Evaluate and advise on capability
interventions and commercial competencies required to provide a seamless
customer experience.
Channels
Effectiveness and Performance
- Monitor channel performance
against key performance indicators (KPIs) such as sales targets, revenue
growth, market share, and customer satisfaction. Analyze performance data
to identify trends, opportunities, and areas for improvement.
- Build and maintain the Channels
Execution score card in line with Mission priorities.
- Co-ordinate all channels’
projects – SFE, Automation, Analytics, Commercial standards whilst
promoting a culture of continuous improvement.
- Spearhead the compliance and
controls workstreams to ensure effective use of processes in the work
environment.
Qualifications
- Honors Degree from a
recognized university
- Over 10 years FMCG experience
gained across commercial and other functions with a Strong track record in
People Management & / or commercial roles within a consumer goods
environment.
- Demonstrated and well-developed
commercial awareness and customer focus.
How To Apply