Strategic Execution Manager - Sales Support

Heineken

Manage SEM:

o SEM Customer information by ensure it is assigned correctly to the sales team/territories and all related information (Sub channel, visit frequency, etc.).

o Ensure that the Data is always complying with Heineken cleansing standards.

• • Process all Account Proposal requests (Create/Deactivate/Update outlets) and ensure all related information is correct (Sub channel, visit frequency)
• Participate in the EOE (Excellent Outlet Execution) process in all related questions and action plan when appropriate.
• Build the Routing Rules for Sales Force to ensure the proper visits for our customers according to Sales Management decisions.
• Create and implement (including monitoring of usage) the Sales Execution improvement programs, tools and materials in alignment with Heineken Global Standards
• Lead the customer Satisfaction measurement Process by
  • Identify Business KPIs to meet the customer Satisfaction through scientific research methodology
  • Lead the research agency throughout the identification and measurement process
  • Consult the HOS and Sales Management with the result and proper action plan to reach the Customer Satisfaction KPIs
• Responsible for Trade Census projects for AB and NAB:
  • Analyse the Trade universe information for AB and NAB into valuable insights which helps in formulating the OpCo Channel strategy and new execution expansion opportunities
  • Create channel landscape, customer attractiveness and Attack-Defend strategies in order to increase our volume and beat competition
  • Prioritize outlets according to the organization Channel Strategy and ambitions to ensure the proper execution of ABC Channel Strategy
• Execute all Strategic Projects for Alcoholic & Non-alcoholic Beverages including implementation:
  • Day-to-day management of (continuous and one-off) data collection, and tool usage
  • Responsible for preparing the analysis of data needed to make our operational Sales & Distribution choices to achieve higher profitability through channels and wholesalers (Operational Excellence)
  • Supporting Strategy workshops on ABC portfolio and channel strategy.
  • Ongoing Project Management of the key AB & NAB Outlet Execution.
• Develop the different Sales Tools to facilitate the day to day job of the Sales Team (Example: Sales By Account, Channel Identifier etc.)
• Coach the Sales Team on the utilization of the Execution Tools
• Monitors competitors and market developments to understand implication into Execution strategy and reports on these.