Haleon SSA RTM & SFE Manager Jobs in Kenya

Haleon SSA RTM & SFE Manager Jobs in Kenya ; As a Route to Market (RTM) and Sales Force Efficiency (SFE) Lead SSA, you will execute SSA Route to Market strategy across the region.

You will work directly with clusters and markets to understand the Route to Market and Sales Force Efficiency specific needs and implement the required changes with them.

You will scale up the best practice and learnings and accelerate changes where needed.

With insights rooted in deep customer, channel, and distributor understanding, you will leverage insights to enrich the most efficient pathway of Haleon products to the hands of the consumer.

Alongside this, the role will drive the capability, tools, and focus areas of our reps and sales managers, to increase reach, engagement, and recommendations of our brands through a multichannel strategy.

They will be required to ensure that the key KPIs across our perfect store ambition of MSL, SOS, POG, Promo, POSM, CARD, Positioning, Brand Blocking, and Availability are achieved.

This role is expected to drive expert field force effectiveness in the respective locations, supported by a robust Segmentation & Targeting approach, and building a high-performing team to grow recommendation and penetration for priority Haleon brands and categories.

Help develop and improve tools (CRM) and processes to manage and monitor performance, such as Power BI reports, to generate insights, and work with LOCs to act for improvement.

Key Responsibilities

Work with sales teams on defining best route to market models across the region, driving optimisation and enabling new market entries

Create advantaged Route to Market in all markets, focusing on salesforce effectiveness, distributor management, advantaged trade terms, commercial plans, and demand forecasting

Increase coverage and distribution to prescribed Distributor standards

Implement distributor operational effectiveness to required standard (warehousing, stock management)

Collaborate in crafting, continuous improvement, and embedding of the standardised distributor management framework

Develop insights capability with distributor partners and leverage data in driving commercial outcomes

Propose and implement financial and investment models with finance and sales teams to drive best return, conditionality, and cash flow delivery

Identify capability needs across the region and improve customer and distributor management capability

with extended team

Connect market needs with enterprise capabilities to deliver consumer outcomes at pace

Gather insights on prevailing market trading terms, analyse retail audit data to grow distribution, and implement tactical/strategic plans to beat competition

Own tracking, governance, and optimisation of key SFE KPIs (MSL, SOS, POG, Promo, POSM, CARD, Positioning, Brand Blocking, Availability)

Manage Multichannel Activation Analytics, tracking performance and program implementation with LOC Field Force Manager and LOC ComEx lead

Use SSA Pulse Power BI dashboard to monitor impact, productivity, track Sales Incentive Plan (SIP) performance, and oversee Multichannel activations with BU Data Analytics manager and LOCs

Monitor impact of SFE initiatives through aligned metrics, ensuring benchmarking and consistency across SSA markets with Category & Channel GTM leads

Conduct regular analyses of field force productivity, provide insights on channel efficiency/effectiveness gaps, and collaborate with LOCs to implement corrective actions

Facilitate implementation of enhancements to SFE systems (Veeva, Trax, PD, Android & IR) and support LOCs on processes

Lead field force community of practice, fostering identification and sharing of best practices while promoting synergies between LOCs

Qualifications and Skills

Essential:

Extensive knowledge of indirect commercial negotiations, demonstrated by experience in sales, buying, finance customer partnering, or revenue management

Strong and agile P&L understanding and ability to work on complex data sets and propose solutions

Ability to generate data, insights, and turn insights into action

Proven stakeholder influencing and management capabilities

Preferred:

Knowledge of SSA consumer and distributor landscape

Understanding of healthcare and medicines landscape and regulations

Proven adaptability to diverse settings, roles, and ways of working
How to Apply

For more information and job application details, see; Haleon SSA RTM & SFE Manager Jobs in Kenya

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