Sales Intelligence Manager

2 weeks ago

Cape Town, Western Cape, South Africa Heineken Full time

We Go Places How about you?

Immediate Superior:
Head of Customer Centricity

Location:
Cape Town/ Johannesburg

Function:
Sales

Sub Function:
Customer Centricity

Type of Contract:
Permanent

Reference Number: 1067

Closing Date: 21/05/2024

1. Purpose of the job

2. Key Responsibilities
Unlock National Insights and Lead Execution

  • Through regular liasing with regional market analyst and market insights resources identify key National Insights/ trends (Consumer/ Customer/ Competitor/ Category/ Brand etc) and report to senior management for business plan incorporation. Build National framework within which regions can build their regional business plans and mustwin battles.
  • Standardise and ensure effective regular insights/ intelligence reporting between head office and regional functions.
  • Highlight and report national risks identified which may require quick turnaround/ implementation of trade execution plans.
Market Intelligence Reporting

  • Comprehensive Market Share Reports with Insights and Actionable items for the teams.
  • True data and Touchsides reporting on market share
  • Gather competitor information through engagement with Customers and Sales force.
  • Gather intrade insights through engagement with Consumers, Sales force, and Trade.

Sales Reporting:

  • Continually drive standardization and simplification of sales intelligence reporting within the sales force and other relevant stakeholders.
  • Design and develop automated reporting processes ensuring full visibility and access
  • Establish Push Reporting capability driving relevant information to sales teams highlighting opportunities for improvement and excellent performance.
  • Deploy sales intelligence tools ensuring complete understanding by endusers through regular training and onsite engagement with Regional Sales teams and Group Accounts.
  • Provide analytical input to guide and influence strategic decisions.
Management of Incentive Model ensuring clarity and accuracy and alignment to corporate strategy.

  • Target setting across all key Sales metrics
  • Volume, GI, 4A's, CRM data
  • Ongoing tracking and management of sales incentives
  • Input into Target Setting and tracking of performance against these targets
  • Calculation and payment of regular sales and group account incentives
  • Collation of various sales sources to form one single resource set for sales teams
Ownership of Trade Audit Strategy and execution through engagement with internal (Trade Marketing, Sales) and external suppliers.

  • Conversion of sales data into sales intelligence through deep analysis and interpretation of relevant data sources
  • Support group account managers and regional sales teams with accurate reporting.
  • Provide assistance to group account managers and regional sales managers through data mining and analysis delivering actionable recommendations.
  • Design and develop automated reporting processes.
  • Ensure timeous delivery of predefined reports.
  • Ensure accuracy, consistency, and data integrity across multiple reporting systems.
  • Utilize information to analyze performance and highlight trends for corrective action.
  • Prepare exception reports for management reporting.
  • Provide reporting tool training when necessary.
  • Ensure that Picture of Success is in required BIP format and accessible and understood by key players


Define and implement Customer Data strategy resulting in integration of customer data into sales intelligence reporting and ultimately informing Sales Strategy development.


  • Ensure support of Group Account team
  • Scorecards, Review Decks, Data Analysis and Interpretation
  • Ownership of external POS data process and integration into BW and QV systems (Sales out and Sales in data)
  • Help achieve desired in trade execution standards through detailed tracking and reporting on performance and prioritisation.

3. Job Requirements

3.1. Education
A 4-year Tertiary Degree (Hons and higher), finance, logistics, Data science

3.2. Experience
Minimum of 10 years' experience in an FMCG Data Management and analytical environment

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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