About the Role
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 met.
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. You will 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 (Local Operating Companies) to act for improvement.
Key Responsibilities
- RTM Strategy: Working with sales teams on defining best route to market models across the region, driving optimisation and enabling new market entries.
- Distributor Management: Create advantaged Route to market in all markets, focusing on salesforce effectiveness, distributor management, advantaged trade terms, commercial plans and demand forecasting.
- Operational Excellence: Increasing coverage and distribution to the prescribed Distributor standards and implementing distributor operational effectiveness (warehousing stock management).
- Framework Development: Collaborate in the crafting, continuous improvement and embedding of the standardised distributor management framework.
- Data & Insights: Developing insights capability with distributor partners and leveraging data in driving commercial outcomes. Gather insights on prevailing market trading terms and analyse retail audit data.
- Financial Management: Work closely with finance and sales teams to propose and implement financial and investment models to drive best return and conditionality as well as cash flow delivery.
- Capability Building: Identifying capability needs across the region and improving customer and distributor management capability.
- Stakeholder Management: Connecting market needs with the enterprise capabilities, enabling delivering consumer outcomes at pace.
- SFE Tracking: Own the tracking, governance and optimization of the key SFE KPIs like MSL, SOS, POG, Promo, POSM, CARD, Positioning, Brand Blocking and Availability.
- Analytics: Manage Multichannel Activation Analytics and utilize the SSA Pulse Power BI dashboard to monitor impact, productivity, and track Sales Incentive Plan (SIP) performance.
- Systems Implementation: Facilitate the implementation of enhancements to SFE systems (Veeva, Trax, PD, Android & IR) and aid LOCs on processes.
- Best Practice: Lead the field force community of practice, fostering the identification and sharing of best practices.
Qualifications and Skills
Essential Requirements
- Education: BA/BSc/HND qualification.
- Negotiation: Extensive knowledge of indirect commercial negotiations, demonstrated by experience in sales, buying, finance customer partnering or revenue management.
- Financial Acumen: Strong and agile P&L understanding and ability to work on complex data sets and proposing solutions.
- Analytical Skills: Generating data, insights and ability to turn insights into action.
- Influencing: Proven stakeholder influencing and management capabilities.
Preferred Skills
- Knowledge of Sub-Saharan Africa (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
Interested and qualified candidates should apply online via the Haleon recruitment portal. Applications are submitted through the Haleon Workday page. Please follow the instructions at Haleon Online Application to complete your application.
