Job at GEO, Decision Support - Sales | Deadline: 06th February 2019
AJIRA TANZANIA 2019 / NAFASI ZA KAZI 2019
Location: Dar es Salaam, Tanzania
Job Title: Decision Support - Sales
Application Deadline: 2019-02-06
Context
Tanzania is the largest country in East Africa by geography and by population (approx. 52m people, with a growth rate of 2.8%). It is a member of the East African Community whose headquarters is in Arusha in Tanzania. The largest population, however, is in Dar es Salaam, which is the commercial capital. Tanzania is well endowed agriculturally and has vast mineral resources in the western part of the country, where the largest urban centre is Mwanza. Serengeti Breweries Ltd (SBL) operates exclusively in Tanzania and is the 2nd largest beer company with a market share of 27%. It is an integrated demand/supply business with 3 operational breweries in Dar and Mwanza, and a third one in Moshi, which is situated in the northern part of the country near the Kenyan border. SBL’s flagship brand is Premium Serengeti lager.Serengeti Family accounts for 71% of SBL sales volumes. The other beer brands are Guinness, Tusker, Kibo, Senator and Pilsner… as well is a distributor of leading Spirits brands like Johnnie Walker etc This role will interface with all the departmental heads, cross-functional BPM and BSC teams across the Group Companies, NRM (Net Revenue Management) leads within and outside EABL and NRM CoE
Market Complexity
The role will have functional line responsibility to the BPM (Business Performance Management) & Commercial Finance Manager and is a business partner to the Commercial function mainly focusing on development and implementation of Net Revenue Management (NRM) Strategy across all leavers and generating robust financial evaluation of all Sales Initiatives and related Activities to ensure Effectiveness of Spend and Controls. As part of a small team there is a high degree of self-sufficiency required in the role with direct accountability to help deliver initiatives for various stakeholders.
Leadership and Functional Responsibilities
Create plans on all NRM levers, drives NRM Strategy Execution and manage day to day processes of NRM organization including aligning with all functions involved.
Engage with Managers/Senior Managers in business to ensure Decisions are made with a full understanding of the financial implications and sales insights on financial performance
Specific areas of responsibility will be the pre and post investment appraisal of the effectiveness of Sales drivers, Customer Consideration and financial impacts of any pricing decisions take.
Purpose of Role
To act as a challenging business partner to the commercial team with the key stakeholders outside the finance function being Regional sales managers and commercial directors
Anticipating business requirements and providing analytics ensuring sound value creating solutions and responsible for the financial viability of all sales and customer marketing activities.
Deliver a holistic NRM and pricing strategy for the business to deliver sustained value across and follow through on execution of strategy.
Top Accountabilities
Participate fully in MBPs and Commercial Planning process linking it with NRM and ensure the NRM initiatives are incorporated in Annual Operating Plan.
Drive the NRM agenda with support from NRM CoE to deliver sustainable price, volume & Mix
Provide thought leadership, analytics acumen, and pricing expertise to build, manage, and run next generation pricing and revenue management analytics, tools, and processes.
Achieving rich partnering with the commercial teams through engagement and supporting them in driving the commercial agenda.
Ensure NRM strategy delivery is part of monthly BPM Review.
Qualifications and Experience Required
Understands trade-offs between market share & profit, commercial realities and customer negotiations
Ability to work autonomously and stitch together cross-functional inputs, and transcend brand silos
Can do classic NRM analytics – price ladders, promo M&E (Monitoring & Evaluation), Trade Investment optimization
Provide context to enable others to think, decide and act
Ability to manage projects, prioritise and work to deadlines
Ability to move between the big picture and detail
Flexible and able to adapt readily to a changing environment
Willingness to make recommendations against popular/current thinking (if appropriate)
Excellent Microsoft Excel and Financial Modelling skills
Graduate qualified accountant or MBA. Chartered Accountant qualified (or equivalent)
Barriers to Success in Role
Inability to model financial implications of various scenarios required for decision making on a timely basis.
Inability to work autonomously and manage ambiguity
Inability to engage fully and influence the Sales, Marketing and Innovation team and gain their alignment on Measurement and Evaluation.
Flexible Working options
Tanzania/Dar based. Minimal travel
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