Automation & Reporting Specialist at Diageo

Job description

Purpose of the role

Support sales teams to “sell more, more often”.

Top Accountabilities

• Execute the Calling strategy through accurate, multi-dimensional reporting and information tools that will drive management interventions at regional level focused on aligning performance to agreed targets (also see “Outcomes”)
• Adhere to Master Data Service Levels and define processes and implement tools to allow for the seamless maintenance of SFA Master Data and Sales Area Data within SAP
• Ensure that Master Data supports the Calling strategy and associated targets through close collaboration with the regional operations teams
• Lead the implementation of a new Sales Force Automation system for the BH Sales Force.
• Empower our Field Sales team with easily accessible reports & reporting tools to address gaps in performance (KPI & other) and drive behaviour to achieve the commercial strategy across:
• Volume
• Distribution
• Visibility
• Promotion
• Price
• Empower our Exec teams with dashboard information that will drive the right conversations at team level to support the commercial strategy buckets listed above
• Maintain and enhance the SalesOPS Bulletin Board platform to ensure improved information transfer to all selling teams within Brandhouse (field sales, key accounts, OTC), to enable more effective selling conversations
• Motivate at least 2 communication innovations (technologies or processes) that will complement existing communication platforms and further improve access to information
• Maximise performance on Leadership Index ( My Manager ) @ 75% index
• Inspire the SFA team to achieve breakthrough outcomes for themselves and the company by conducting monthly 1-1 meetings with each one of my direct reports focused on achieving the outcomes embodied in the 7 My Manager questions.
• Support the SFA team in achieving their individual career goals through (1) creating a platform for them to brilliantly execute on their current responsibilities, and (2) create opportunities for them to explore other avenues in the business that they have a passion for

OUTCOMES

Ensure number of calls per Rep per day (adjusted) is 8.3
Achieve Sales force effectiveness KPI's for the commercial organization with following achievements:

• 8 x 6 Structured call 70%
• JP adherence 90%
• Callage 80%
• Objective strike rate 90%
• Coaching 60% targeting
• Ensure 99% alignment between Intouch and SAP databases (Active accounts)
• Enable 72Hr turnaround between Changes submitted and Changes effected (pending E-Platform to allow for measurement)
• Achieve target distribution across all channels on Windhoek Draught SKUs
• Achieve a SFA satisfaction index of 7.5/10
• Ensure that communication requests are completed within 24 hours

Qualifications and Experience Required

• Appropriate tertiary qualification (degree / diploma)
• Minimum 2 years Sales Ops experience

As part of our journey to being the most trusted and respected organisation, we are committed to being an inclusive organisation by advancing the equity and diversity agenda. We therefore encourage South African equity candidates to apply.