Sales Force Intelligence Manager at The Heineken Company

PURPOSE OF POSITION

• We are seeking a highly analytical and commercially astute Sales Force Intelligence Manager to join our team. The purpose of the Sales Force Intelligence Manager, is to identify, obtain/ unlock and analyse market, product and sales team performance information, apply critical thinking and tools to convert this into relevant market intelligence which in turn gets incorporated into business planning, operational optimization and sales incentive engineering for South Africa.

KEY RESULT AREAS

Unlock Insights and Lead Execution of the National Sales Force

• Identify key National Insights/ trends (Consumer/ Customer/ Competitor/ Category/ Brand etc) and report to the Sales Force Management for business plan incorporation.
• Develop the National framework/strategy within which regions can build their regional business plans and must-win battles.
• Standardize and ensure effective regular insights/ intelligence reporting between head office, and regional functions.
• Highlight and report national/regional risks identified – which may require quick turnaround/ implementation of trade execution plans.
• Work with cross-functional team to create strong holistic commercial plans to fuel sustainable profitable growth for HEINEKEN.
• Continuously evaluate zone SWOT analysis through market visits.

Market Intelligence Reporting 

• Publish comprehensive Market Share Reports with Insights and Actionable items for the teams.
• Use digital platform for reporting and automation.
• Gather competitor information through engagement with Customers and Sales force of the regions/channels within the national landscape.
• Gather in-trade insights through engagement with Consumers, Sales force, and Trade.

Sales Reporting

• Continually drive standardization and simplification of sales intelligence reporting within the salesforce and other relevant stakeholders.
• Design and develop automated reporting processes for the National Salesforce – ensuring full visibility and access.
• Establish Push Reporting capability, driving relevant information to sales teams highlighting opportunities for improvement and excellent execution.
• Deploy sales intelligence tools ensuring complete understanding by end-users through regular training and on-site engagement with Regional Sales teams across South Africa.
• Provide analytical input to guide and influence strategic decisions of the Sales Force Leadership Team.
• Leads and provides direction to the Sales Force Leadership team on performance measurement and tracking.

Management of Incentive Model ensuring clarity, accuracy and alignment between the Zone and National Sales Intelligence Strategy

• Support the target setting process for the regions across all key Sales metrics – Volume, GI, PICOS, Sales input measures etc and ensure timely cascading.
• Ensure that there is ongoing tracking and management of sales incentives and support the month end process as a reviewer.
• Collation of various sales sources to form one single resource set for sales teams.

Drive Trade Audit Strategy and execution in the Zone 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.
• Ensure timeous delivery of predefined reports and exception reports to the Sales Force Leadership.
• Provide reporting tool training when necessary.
• Ensure Picture of Success and changes thereof is accessible and understood by key players to ensure Trade Audit Strategy is cascaded.
• Process Improvement: Continuously identify opportunities to improve sales intelligence processes, tools, and systems.

Team Management

• Ability to set clear goals and align team efforts with organizational objectives.
• Inspire, lead and motivate team members to achieve high performance (Coaching, developing and leading deliverables).
• Optimize resource allocation for efficiency.
• Encourage knowledge sharing and cross-functional teamwork.
• Conflict Management, Change Management & Performance Management.
• Support Sales Intelligence Manager and perform 2IC function when required.

EDUCATIONAL QUALIFICATION

• Bachelor or Honors degree, preferably in an analytical and data field, e.g., econometrics, business or financial economics, business informatics, mathematics, computer science, statistics, data management (or similar).

PROFESSIONAL EXPERIENCE & PERSONAL ATTRIBUTES

• 7+ years FMCG / Digital Experience.
• Strong commercial acumen with cross functional experience in Sales, Finance, Marketing and Supply Chain/Logistics/Distribution within FMCG.
• Experience in partnering with Regional Sales Execution Teams.
• Master in Excel and eager to learn new programs.
• Matrix stakeholder engagement experience.
• Specialists in data analytics tools and development of Power BI dashboard experience would be advantageous.
• Knowledge of analytical tools and statistical tools are required (e.g. PowerBI, BIP, SQL, SAP, SAS, SEM, Oracle Discoverer, Salesforce, Python).
• Strong knowledge on Agile way of working.
• Analytically strong, highly structured, problem solving orientated.
• Business sense, able to connect data insights to business implications, current and future from data available.
• Independent, proactive way of working.
• Strong communicator, able to translate data insights into comprehensible reports to different stakeholders.
• Resilient mindset, able & willing to constantly adapt to changing reality.

Closing Date: 9 March 2026