Sales Intelligence Specialist Zone South at The Heineken Company

Key Result Areas

Unlock Insights and Lead Execution of the Zone

• Identify key National Insights/ trends (Consumer/ Customer/ Competitor/ Category/ Brand etc) and report to Zone Management for business plan incorporation
• Build Zone 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, zones and regional functions.
• Highlight and report zone risks identified – which may require quick turnaround/ implementation of trade execution plans.
• Work with cross-functional team to create strong holistic commercial plans in order to fuel sustainable profitable growth for HEINEKEN

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 zone
• 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 of the zone
• Design and develop automated reporting processes for the zone – ensuring full visibility and access
• Establish Push Reporting capability driving relevant information to sales teams highlighting opportunities for improvement and excellent performance.
• Deploy sales intelligence tools ensuring complete understanding by end-users through regular training and on-site engagement with Regional Sales teams within the zone
• Provide analytical input to guide and influence strategic decisions of the zone
• Leads and provides direction to the Zone 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 Zone 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 for the Zone Leadership
• Provide reporting tool training when necessary.
• Ensure Picture of Success and changes thereof is accessible and understood by key players
• Process Improvement: Continuously identify opportunities to improve sales intelligence processes, tools, and systems.

Job Requirements:

Education

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

Experience

• 5-7 years FMCG experience / Digital Experience
• Experience as an analyst
• Master in Excel and eager to learn new programs
• Specialist in data analytics tools (e.g., Qlikview, PowerBI
• Knowledge of analytical tools and statistical tools are required (e.g. PowerBI, BIP,SQL, SAP, SAS, SPSS, 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, pro-active 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