Strategic Execution Manager - Sales Support

Job Purpose
Sets and manages strategic plans and initiatives through driving market
research, digitalization of processes, sales strategies, execution, data
analysis and routing rules.
Duties and Responsibilities

• Handles market research ( sales surveys, trade Census, etc.).


• Prepares target lists for surveys, organizes the fieldwork, analyzes the data collected and creates reports accordingly.


• Manages the sales survey process done on a regular basis or before the launch of any new product using the relevant systems and tools.


• Analyzes trade census reports and present results of market research


• Manages all areas related to the digitalization of sales data collection and analysis.


• Trains new employees on all quality standards and conducts refreshment sessions on quality for the present teams.


• Coach the Sales Team on the utilization of the Execution Tools and preparation of EOE assessment in the Field


• Utilizes the Power BI tool for unifying data from various sources to create dashboards and reports that provide actionable insights and drive business results.


• Collaborates with the heads of sales for alcoholic and non-alcoholic beverages to create action plans based on insights from the dashboards and reports.


• Follows up on the annual sales plan and ensures that targets are being met.


• Gathers and analyzes data on the relevant systems related to: route of sales managers, span of control, manpower plan, sales volume, number of channels, outlets, etc.


• Manages sales Routing rules and any Restructure and Hierarchy in order to ensure generation of sales daily visits also ensure monthly route are implemented according to channel strategy and visit frequency


• Ensures that all the sales team abides by PICOS (Picture of Success) and EOE (Excellence of Execution) standards competencies set by Heineken on the way of sales. Follows up on the performance of account managers and identifies areas of improvement based on the set standards.


• Divides channels by tier and priority and sets strategies accordingly (frequency of visits for example).


• Comes up with innovative strategic solutions related to commercial market visits, data cleansing, order taking, sales Key Performance Indicators, assets utilization, sales automated mails and robotics, etc.


• Manages SEM as OpCo key user and all kinds of master data related to customers and Data cleansing along with any integration with other operating systems