Job Purpose

This position is responsible for the execution of the day-to-day operations of production lines, ensures efficient workflow, maintains high-quality and safety protocols, and leads a team of production workers. This role involves coordination, provides guidance and support, solves problems, and manages performance to meet production goals in alignment with KWAL and Heineken's overall... organizational goals and objectives.

Main Responsibilities

Operations Management


Enhance production efficiencies by implementing and championing continuous improvement innovation ideas through the establishment and support of a culture of continual improvement.
Enhance plant utilization by making sure that the production line is well maintained, perform routine maintenance, and ensure failures are escalated in a timely manner.
Lead the reduction of seven wastes at all stages of production in their line to ensure products are within the projected unit cost.
Ensure adherence to the production plans and ensure the shift handovers occur in an effective manner.
Record and prepare reports, shift reports, and implement corrective measures.
Ensure timely handover of the produced goods to the warehousing department including the input of the data in the system.


Quality Control


Drive the conformance with product quality requirements and work closely with the Quality Department to resolve any quality issues identified.
Ensure compliance with ISO 9001:2015 requirements.
Ensure product food safety, quality in compliance with FSSC 22000.
Ensure proper monitoring and control of the identified critical control points (CCPs)/Operational prerequisite programs (OPRPs) and reporting of any deviations and taking corrective action.


TPM and Continuous Improvement 


Monitor and support the TPM way of working.
Support the implementation of the TPM and Cellar improvement activities.
Drive continuous improvement among the packaging operators


Team-Leadership


Support the head of department in managing the human capital assigned to the line through day-to-day supervision, performance management, training needs assessment, and overall staff motivation.
Develop and sustain a mission directed  work team.


Compliance


Drive compliance with all applicable legal requirements e.g. safety, health, and environmental standards, policies, and procedures in the assigned production line to ensure a safe working environment.


Minimum Required Qualifications, Knowledge and Experience

Academic Qualifications


Bachelor of  engineering; Food Science, Chemistry, Electrical, Mechanical , Chemical or related field.


Experience 


At least 4 years experience in a similar role


Competencies

Technical Competencies


Practical experience in use of MS packages and ERP systems like Syspro and/or SAP
Conversant with ISO standards in all areas of production
Knowledge on Safety Standard regulations


Behavioural Competencies


Communicate effectively with diverse audiences, ensuring clarity and understanding. This includes using appropriate channels and styles to convey messages and actively listening to feedback.
Support the professional growth of employees through guidance and feedback. This involves sharing knowledge and expertise to help others reach their full potential.
Utilize analytical skills to identify issues and develop effective solutions. This involves a methodical approach to troubleshooting, ensuring minimal disruption and optimal outcomes.
Make informed and timely decisions that align with the company’s strategic objectives. This includes balancing short-term needs with long-term goals and considering the impact on all stakeholders. more

Job Purpose

This position is responsible for the selection, engagement and management of suppliers in order to ensure best quality, value and price within the respective category with the aim of enhancing the organisation’s profitability. The job holder will also be responsible for managing the shipping, clearing and forwarding and delivery of all imported raw material and finished products in... compliance with the regulatory requirements and procurement policies and procedures.

Main Responsibilities

Strategic sourcing


Collaborate with the Procurement Manager, to develop sourcing strategies for the relevant category and ensure timely execution of the strategic initiatives. 
Prepare requisite tender documentation, develop RFPs, analyze and submit to Procurement Manager for approval
Participate in sourcing negotiations for lowest Total Cost of Ownership (TCO) alternative sources as part of their daily activities based on the available market trends and practices.
Work with the Procurement Manager, to negotiate contracts as per the Contract management policy and ensure they are executed as per the schedule of authorities
Collaborate with the user department, develop and enforce SLAs and KPIs for suppliers within the respective category.  
Develop and execute supplier performance management strategy for the respective category to provide assurance of service delivery in line with strategy and contract and report on compliance and delivery performance
Conduct continuous benchmarking and gain a deep understanding of suppliers and the market in general to assure the preservation of value in all sourcing activities


Logistics


Spearhead the continuous improvement of the logistics practices in order to support the delivery of imported materials against the production plan and finished goods in line with the forecast demand on a day to day basis. 
Build and sustain beneficial relationships with Government Agencies such as Kenya Revenue Authority, Kenya Ports Authority to ensure a smooth running of the business. 
Propose and implement legislative, environmental and cost impacts related to transportation (e.g. freight forwarding, customs clearance) to ensure that transport networks are optimal and cost effective.
Implement required business procedures and drive improvements focusing on timely deliveries, quality of service, turnaround time, damages, safety and truck utilization to ensure effective management of transportation.
Implement and monitor an optimised tracking system to track delivery of imported materials which adhere to best practices.


Operational and compliance


Collaborate with Procurement Manager, to develop new and review existing procurement procedures to ensure alignment with business objectives
Review and improve controls and compliance within procurement department e.g. ISO compliance, contract management policy, supplier database management
Develop and maintain effective stakeholder management strategies in the respective category to ensure business needs are met on time and with right quality.
Ensure supplier failure risk management and BCP activities are executed in the category
Review and rationalize supplier database in respective category
Manage contract database in respective category


Capacity Building


Support the head of department in managing the human capital in the section through day to day supervision, performance management, training needs assessment and overall staff motivation.


Minimum Required Qualifications, Knowledge and Experience

Academic Qualifications


Bachelor of in Purchasing and Supplies, Accounting or any other relevant field with 4 years’ of experience


OR 


Diploma in relevant field with 5 years’ of experience


Professional Qualifications


A professional qualification in procurement and logistics. 


Experience 


At least 5 years experience in a procurement environment, with 2 years in logistics in a Fast Moving Consumer Goods Company or similar.
Practical experience in use of MS packages and ERP systems.


Competencies

Technical Competencies


Proficient in understanding the complete process flow from procurement to delivery within KWAL, ensuring efficient production, warehousing, and distribution.
Experienced in implementing strategies to enhance processes, reduce waste, and improve efficiency and quality in procurement and supply chain operations.
Adept at forecasting demand, planning inventory, and managing resources effectively to meet organizational goals.
Capable of efficiently managing tasks, time, and resources to ensure smooth operations and timely delivery of goods and services.
Competent in using Enterprise Resource Planning (ERP) systems to integrate and manage core business processes in real-time.
Experienced in overseeing the creation, execution, and monitoring of contracts to ensure compliance and mitigate risks.
Proficient in building and maintaining positive relationships with all parties involved in the supply chain, including suppliers, customers, and internal teams.
Adept at managing the transportation, warehousing, and distribution of goods to ensure timely and cost-effective delivery.
Capable of ensuring that products meet specified standards and regulations through systematic inspection and testing.
Experienced in monitoring and controlling expenses to optimize the budget and improve profitability.
Proficient in planning, executing, and closing projects efficiently while meeting deadlines, budgets, and quality standards.
Competent in coordinating multiple related projects to achieve strategic business objectives.
Adept at understanding and complying with legal requirements and policies related to procurement.
Capable of handling and resolving claims related to procurement and supply chain activities.
Experienced in managing warehouse operations, including inventory control, storage, and distribution.
Proficient in procuring goods and services in a manner that is ethical, environmentally sustainable, and socially responsible.


Behavioural Competencies


Support the professional growth of employees through guidance and feedback.
Demonstrate a commitment to enhancing processes and performance. 
Demonstrate a deep commitment to understanding and meeting customer needs. 
Make informed and timely decisions that align with the company’s strategic objectives. 
Utilise analytical skills to identify issues and develop effective solutions. 
Continuously seeks new opportunities to enhance products and services. 
Employ logical reasoning and critical analysis to evaluate information and make sound decisions. 
Exhibit strong self-awareness and empathy, effectively managing personal emotions and understanding those of others. 
Encourage innovative ideas and approaches to improve products and processes. 
Communicate effectively with diverse audiences, ensuring clarity and understanding. more

Job Purpose

This position is responsible for the selection, engagement and management of suppliers in order to ensure best quality, value and price within the Packaging category with the aim of enhancing the organisation’s profitability

Main Responsibilities

Sourcing strategy


Collaborate with the Procurement Manager, develop sourcing strategies for the Packaging category and ensure... timely execution of the strategic initiatives. 
Prepare and enforce detailed tender specifications, where applicable, and performance standards to facilitate procurement of goods, works and services in compliance with procedures and regulations.
Participate in sourcing negotiations for cheaper alternative sources as part of their daily activities based on the available market trends and practices.


Supplier database and relationships 


Conduct continuous benchmarking and gain deep understanding of suppliers and the market in general to assure the preservation of value in all sourcing activities.
Ensure a fit for purpose supplier base by coordinating the selection of suppliers, contract finalisation, supplier development initiatives and attending supplier meetings.
Develop and maintain effective relationships with delivery units and delivery partners including managing and resolving business conflicts with suppliers.


Contract Management


Communicate all signed contracts to relevant parties to provide contract visibility and awareness, interpretation to support implementation.
Undertake research into best practice contract management and adopt these practices in the contract management practices of KWAL.
Ensure that the needs of the customers and the outcomes for service users drive contract management activity, and that customer feedback is sought and used as part of the contract management process.


Minimum Required Qualifications, Knowledge and Experience

Academic Qualifications


Bachelor of in Purchasing and Supplies, Accounting or any other relevant field with 4 years’ of experience


OR 


Diploma in relevant field with 5 years’ of experience


Professional Qualifications


A professional qualification in procurement and logistics. 


Experience 


At least 5 years experience in a procurement environment, with 2 years in logistics in a Fast Moving Consumer Goods Company or similar.
Practical experience in use of MS packages and ERP systems.


Competencies

Technical Competencies


Proficient in understanding the complete process flow from procurement to delivery within KWAL, ensuring efficient production, warehousing, and distribution.
Experienced in implementing strategies to enhance processes, reduce waste, and improve efficiency and quality in procurement and supply chain operations.
Adept at forecasting demand, planning inventory, and managing resources effectively to meet organizational goals.
Competent in using Enterprise Resource Planning (ERP) systems to integrate and manage core business processes in real-time.
Experienced in overseeing the creation, execution, and monitoring of contracts to ensure compliance and mitigate risks.
Proficient in building and maintaining positive relationships with all parties involved in the supply chain, including suppliers, customers, and internal teams.
Adept at managing the transportation, warehousing, and distribution of goods to ensure timely and cost-effective delivery.
Capable of ensuring that products meet specified standards and regulations through systematic inspection and testing.
Proficient in planning, executing, and closing projects efficiently while meeting deadlines, budgets, and quality standards.
Adept at understanding and complying with legal requirements and policies related to procurement.
Capable of handling and resolving claims related to procurement and supply chain activities.
Experienced in managing warehouse operations, including inventory control, storage, and distribution.
Proficient in procuring goods and services in a manner that is ethical, environmentally sustainable, and socially responsible.


Behavioural Competencies


Demonstrate a commitment to enhancing processes and performance. 
Demonstrate a deep commitment to understanding and meeting customer needs. 
Make informed and timely decisions that align with the company’s strategic objectives. 
Utilise analytical skills to identify issues and develop effective solutions. 
Continuously seeks new opportunities to enhance products and services. 
Employ logical reasoning and critical analysis to evaluate information and make sound decisions. 
Exhibit strong self-awareness and empathy, effectively managing personal emotions and understanding those of others. 
Encourage innovative ideas and approaches to improve products and processes. 
Communicate effectively with diverse audiences, ensuring clarity and understanding. more

Job Purpose

This position is responsible for execution and management of KWAL’s ISO standards certifications, legal and statutory compliance requirements for alcoholic beverage manufacturing plant, Heineken requirements per Heirules/ Heiquest as well as the internal KWAL’s standards and procedures. 

The role ensures the delivery of the above through deployment, coordination of initiatives... and capability development, ultimately ensuring KWAL’s’ products meet expected quality standards set internally and externally to the satisfaction of the customers in a world class compliant environment. 

Main Responsibilities

Developing and Maintaining QMS standards


Oversee effective implementation of KWAL's Quality Management System across operations.
Develop and update the QA/QC policies, procedures, protocols and checklists in line with the requirement of Food safety and QMS standards.
Conduct regular planned Internal and 3rd party audits to assess compliance with the QMS requirements.
Lead the end-to-end quality control and assurance of manufacturing processes, and manage process non-conformances/ outputs.
Identify and train teams as Internal auditors and lead auditors for the QMS standard.
Run regulator capability development initiatives across the organization to help improve awareness on QMS standard and compliance requirements.
Review intrinsic and extrinsic inspection results, reports and logs, reworks and waste to identify trends and advise on remedial actions, corrections and preventive actions.
Responsible for the management of the retention sample library.
In collaboration with the QSHE manager, recommend areas in the production process that need improvements because they do not meet quality standards.
Work in collaboration with customer service to ensure all customer complaints/ non-conformity product returns relating to quality are investigated and resolved in a timely manner.


Management of Food safety – FSSC and PRPs


Ensure effective management of Pre-Requisite Programs (PRPs) including Pest Control, Waste Management on site, Drainage systems opening & cleaning routines, Equipment and Personal Hygiene, medical checks, Calibrations services for equipment and Supply of utilities.
Develop and update the policies, procedures, protocols and checklists in line with the requirement of Food safety management systems.
Maintain an up-to-date HACCP register, with clear Food safety risks, CCPs, verification and validation protocols for the identified controls. 
Conduct regular assessments, planned Internal and 3rd party audits to assess compliance with the FSSC and other food safety requirements.
Run regulator capability development initiatives across the organization to help improve awareness on FSSC/ hygiene and food safety mandates per compliance requirement.
Identify and train teams as Internal auditors and lead auditors on FSSC standard, HACCP and control protocols.
Lead the end-to-end quality control, assurance and Food safety assessments of manufacturing processes for non-conformances/ outputs.


Health Safety & Environment Compliance Management 


Reviewing inspection results, reports and logs, reworks and waste to identify trends in order to advise on remedial actions.
Develop and update the policies, procedures, protocols and checklists in line with the requirements of EMS/OHMS/ NEMA/ EMCA/DOSH/EPR management systems and laws.
Maintain an up-to-date Risk assessment (HIRA) and environmental aspect registers with clear call out on controls & their implementation protocols.
Conduct regular assessments, planned Internal and 3rd party audits to assess level of compliance with legal and statutory requirements as well as ISO standards mandates.  
Run regular capability development initiatives across the organization to help improve awareness on Environment, health & safety culture.
Identify and train teams as Internal auditors and lead auditors on EMS/OHMS/ NEMA/ EMCA/DOSH/EPR requirements and control protocols on site.


Laboratory Management- LSS


Manage QMS processes of the main and mini laboratories
Plan and facilitate the service and calibration of all laboratory equipment.
Implement and monitor compliance to the LSS requirements as given by Heineken to improve lab efficiencies.
Assess and track legal and statutory compliance requirements for the labs within a manufacturing facility.


Documentation and Reporting 


Prepare analysis reports outlining any abnormalities such as quality deviations, recommend corrective actions and on approval by the QSHE Manager oversee the implementation of the corrective action.
Maintain detailed documentation on all systems and standard requirements (on EMS/OHMS/ NEMA/ EMCA/DOSH/EPR/ QMS/ FSSC).


Compliance Management


Conduct regular audits to ensure adherence to established standards and regulatory compliance on EMS/OHMS/ NEMA/ EMCA/DOSH/EPR/ QMS/ FSSC.
Ensure compliance with local, national, and international regulations, such as Good Laboratory Practices (GLP), Good Manufacturing Practices (GMP), and ISO standards.
Act as the liaison person for public health, KEBs, NEMA. DOSH etc by co-ordinating the acquisition of the standardization marks and any other applicable legal requirement. 


Stakeholder Management


Liaison with external stakeholders like KEBs on product & Quality compliance, reporting on proficiency testing reports, NEMA on environmental compliance  per EMCA/ EPR and DOSH on OHS compliance. 
Participate in cross-functional technical root cause and problem-solving sessions related to food safety and quality non-conformances.
Participate in cross-functional technical sessions for OHS and Environment incident investigations.
Manage supplier quality Management and conduct audits per QMS & FSSC requirements.
Validate quality and food safety compliance management with service providers.


TPM and Continuous Improvement


Support the TPM way of working.
Support the implementation of the improvement activities.


Minimum Required Qualifications, Knowledge and Experience

Academic Qualifications


Bachelor of Science in Food Science /Microbiology/ Chemistry/ Biotechnology/ Biochemistry/ or a related field.


Professional Qualifications

Professional qualification in at least one of the following:


Qualified Occupational Health and Safety practitioner- NEBOSH, IGC 
Qualified EIA/ SIA assessor 
Qualified Quality Systems Management practitioner
Qualified Kaizen / TPM practitioner/ CI professional. 
Certified ESG practitioner
Lead auditor ISO 45001/14001 
Lead auditor, Quality Management systems (QMS) 
Lead auditor, FSSC 22000 V.6


Experience 


At least 5 years’ experience in a food manufacturing environment in a similar role.
Experience in the FMCG industry or manufacturing is an added advantage.
Practical experience in the use of MS packages and ERP systems.


Competencies

Technical Competencies


In-depth understanding of quality standards, food safety/HACCP systems. 
Change management specialist.
Digital Data management- analysis and reporting.
Project Management.
Understanding and knowledge in alcoholic beverage standards and training skills.
Competencies on industrial Laboratory management.
Documentation and reporting skills.
Strong analytical ability and problem-solving capability (5why, WWBLA, FMEA, Fishbone, 6 sigma).
Excellent presentation skills.


Behavioural Competencies


Excellent communication skills (oral, written and listening).
Ability to work effectively with all levels of management and staff.
Must be proactive and be able to anticipate issues rather than being reactive.
Collaboration with the team members and other units within the department and function
Strong understanding of business principles and practices and ability to assess business risks
Ability to develop and implement long-term goals and initiatives that align with the company’s vision and objectives
Demonstrate a deep commitment to understanding and meeting customer needs
Ability to employ logical reasoning and critical analysis to evaluate information and make sound decisions
Continuously seek new opportunities to enhance KWAL products and service, embracing new technologies and methodologies to drive growth and maintain a competitive edge
Ability to support the professional growth of employees through guidance and feedback
Demonstrate resilient, agility, ability to work under pressure with high integrity more

Job Purpose

This position is responsible for the selection, engagement and management of suppliers in order to ensure best quality, value and price within the Supply Chain category with the aim of enhancing the organisation’s profitability.

Main Responsibilities

Sourcing strategy


Collaborate with the Procurement Manager, develop sourcing strategies for the MRO & Capex category and... ensure timely execution of the strategic initiatives. 
Prepare and enforce detailed tender specifications, where applicable, and performance standards to facilitate procurement of goods, works and services in compliance with procedures and regulations.
Participate in sourcing negotiations for cheaper alternative sources as part of their daily activities based on the available market trends and practices.


Supplier database and relationships 


Conduct continuous benchmarking and gain deep understanding of suppliers and the market in general to assure the preservation of value in all sourcing activities.
Ensure a fit for purpose supplier base by coordinating the selection of suppliers, contract finalisation, supplier development initiatives and attending supplier meetings.
Develop and maintain effective relationships with delivery units and delivery partners including managing and resolving business conflicts with suppliers.


Quality and Compliance 


Communicate all signed contracts to relevant parties to provide contract visibility and awareness, interpretation to support implementation.
Undertake research into best practice contract management and adopt these practices in the contract management practices of KWAL.
Ensure that the needs of the customers and the outcomes for service users drive contract management activity, and that customer feedback is sought and used as part of the contract management process.


Team Management 


Support the head of department in managing the human capital in the section through day to day supervision, performance management, training needs assessment and overall staff motivation


Minimum Required Qualifications, Knowledge and Experience

Academic Qualifications


Bachelor of in Purchasing and Supplies, Accounting or any other relevant field with 4 years’ of experience


OR 


Diploma in relevant field with 5 years’ of experience


Professional Qualifications


A professional qualification in procurement and logistics. 


Experience 


At least 5 years experience in a procurement environment, with 2 years in logistics in a Fast Moving Consumer Goods Company or similar.
Practical experience in use of MS packages and ERP systems.


Competencies

Technical Competencies


Proficient in understanding the complete process flow from procurement to delivery within KWAL, ensuring efficient production, warehousing, and distribution.
Experienced in implementing strategies to enhance processes, reduce waste, and improve efficiency and quality in procurement and supply chain operations.
Adept at forecasting demand, planning inventory, and managing resources effectively to meet organisational goals.
Capable of efficiently managing tasks, time, and resources to ensure smooth operations and timely delivery of goods and services.
Competent in using Enterprise Resource Planning (ERP) systems to integrate and manage core business processes in real-time.
Experienced in overseeing the creation, execution, and monitoring of contracts to ensure compliance and mitigate risks.
Proficient in building and maintaining positive relationships with all parties involved in the supply chain, including suppliers, customers, and internal teams.
Adept at managing the transportation, warehousing, and distribution of goods to ensure timely and cost-effective delivery.
Capable of ensuring that products meet specified standards and regulations through systematic inspection and testing.
Experienced in monitoring and controlling expenses to optimize the budget and improve profitability.
Competent in coordinating multiple related projects to achieve strategic business objectives.
Adept at understanding and complying with legal requirements and policies related to procurement.
Capable of handling and resolving claims related to procurement and supply chain activities.
Experienced in managing warehouse operations, including inventory control, storage, and distribution.


Behavioural Competencies


Demonstrate a commitment to enhancing processes and performance. 
Demonstrate a deep commitment to understanding and meeting customer needs. 
Make informed and timely decisions that align with the company’s strategic objectives. 
Utilise analytical skills to identify issues and develop effective solutions. 
Continuously seeks new opportunities to enhance products and services. 
Employ logical reasoning and critical analysis to evaluate information and make sound decisions. 
Exhibit strong self-awareness and empathy, effectively managing personal emotions and understanding those of others. 
Encourage innovative ideas and approaches to improve products and processes. 
Communicate effectively with diverse audiences, ensuring clarity and understanding. more

Job Purpose

This position is responsible for driving market growth by developing and mapping Trade Channel that guide execution standards to enable regions objectives, channel (PICOS), portfolio aspirations in delivery of KWAL’s commercial objectives.

Builds Winning Channel Strategy to ensure profitable business growth across the full channel landscape.

Builds a Category Vision for the... respective categories of the portfolio (beer, ciders, wine & spirits)

Main Responsibilities

Trade Marketing Strategy Development


Develop and implement trade marketing strategies aligned with overall business goals of KWAL
Develops a Category Vision for the different categories, working with sales and marketing
Develops Winning Challen Strategy
Identify key opportunities to enhance brand visibility and sales across different retail and distribution channels.
Create tailored strategies for wholesalers, distributors, and retailers to maximise revenue
Builds key shopper and retail insights together with the key account manager to define ideal strategy for growth


Channel Management – Building Winning Channels


Designs Winning Channel Strategy, looking at long term business objectives. Owns and tracks the roadmap for implementation of a Winning Channel Strategy
Performs channel landscape analysis
Prioritizes Channels and the investments per channel
Continuously updates and optimizes channel segmentation
Build strong relationships with distribution partners, retail chains, and channel stakeholders
Ensure the execution of trade promotions, product placements, and merchandising efforts
Monitor and evaluate the performance of trade programs to ensure they deliver the desired ROI


Promotion and Campaign Execution


Plan, execute, and evaluate trade promotions, discounts, and offers to drive sell-in and sell-out


Touchpoint optimization


Ensures optimal resource allocation to achieve optimal touchpoint strategy, ensuring ROI of visibility materials and campaigns
Collaborate with the sales team to align trade promotions with sales targets
Oversee the design and distribution of point-of-sale (POS) materials and in-store displays


PICOS/Merchandising excellence


Ultimate responsible to achieve execution excellence in the trade channels, through strategic planning and capability building
Assists to optimize shelf space in key accounts and ideal product placement
Performance tracking of PICOS KPIs


Sales Operations


Deliver sales overheads budget plan by working with the CLT, Finance, Procurement teams and other relevant cross functional stakeholders on optimal cost management. 
Provide trade insights and analysis to enable the field commercial teams make valuable decisions that drive sales force effectiveness as well as distributor efficiencies and bottom-line growth.
Provide operational support to the sales team via proactive cross-functional and executive engagements to unblock any barriers to optimal sales performance


Market Intelligence and Competitor Analysis


Track and analyse the performance of trade marketing initiatives and share insights with stakeholders
Provide regular reports on sales performance, promotion effectiveness, and channel feedback
Develop and monitor budgets for trade marketing activities.
Conduct regular market analysis to understand consumer, retailer, and competitor trends
Use data insights to refine trade marketing plans and identify growth opportunities
Monitor product performance and customer feedback within various channels


Stakeholder management


Create, maintain and promote purposeful relationships both internally and externally, to achieve organisational goals or solve problems e.g. cross -functionally, auditors, bankers, suppliers and customers
Work with key functions to develop category and brand insights to unlock sustainable value and volume growth
Partner with the supply chain and marketing teams to align brand messaging across trade channels.
Work closely with the sales team to provide tools, insights, and strategies to improve their effectiveness.
Align with supply chain teams to ensure the availability of products for promotions and launches
Engage and communicate effectively with colleagues, investors, customers, suppliers, regulators, and other internal and external stakeholders


People Management 


Mentor and coach team members to enhance their skills and career growth.
Set clear performance expectations and goals for team members.
Conduct regular performance reviews and provide constructive feedback.
Address and resolve conflicts within the team in a timely and fair manner.
Analyses data and insights to continuously steer team performance, in line with company objectives
Aligns well with internal regional and global stakeholders, to continuously apply and share best practices.


Integrated Commercial Planning, Trade Marketing calendars


Owns the integrated commercial planning process, being a bridge between marketing and sales
Owns and builds the yearly Trade Marketing calendar
Owns and builds the peak plans
Actively contributes to the company strategy by providing insights and feedback. Translates these objectives into KPIs for individual team members
Keeps active involvement in Cycle Briefings, working collaboratively with other functions (Trade Marketing, Marketing)


Minimum Required Qualifications, Knowledge and Experience

Academic Qualifications


Bachelor of Commerce, Marketing, Business Administration or Related field. 
Master of Commerce, Marketing, Business Administration or Related field, will be an added advantage. 


Professional Qualifications


Professional qualification in Marketing such as Certified Sales and Marketing Professional (CSMP) or equivalent 
Professional membership with a professional body such as Chartered Institute of Marketing (CIM) or equivalent is an added advantage


Experience 


At least 6 years, 3 years’ experience in management role in a similar role
Practical experience in the use of MS packages and ERP systems
Proficiency in financial modelling, forecasting, and budgeting
Excellent understanding of market dynamics and Route to Market (RTM)
Ability to gather market intelligence & data analytics
Experience in customer or shopper marketing more

This position is responsible for driving volume and profit growth in the Key Accounts Channel, comprising three segments – Modern Trade, Local Duty Free and the Export channel annually and monthly as well as manage relationships with the key accounts towards the delivery of the commercial function objectives. 

Main Responsibilities

Key Accounts Strategies Development


Develop and... implement strategies and tactical plans for key accounts to ensure sustained business growth in the assigned customer market in line with the overall Commercial Division plans. 
Effectively gather, interpret and utilise multiple information sources to develop customer-specific tactical plans and programs
Collaborate with marketing teams regarding strategies to develop understanding of product distribution, placement, pricing and promotional initiatives
Owns the development of yearly calendars for activities
Build and negotiate yearly Joint Business Plans to drive sustainable profit growth and margin improvement
Analyse channel profitability to influence margin improvement
Uses shopper and category insights to build strategic vision for key accounts


Trade Development


Achieve set volume, value, and gross income targets on strategic focus brands.
Achieve product availability targets through identifying and negotiating listings and targets for strategic focus brands to drive and maintain numeric distribution by brand category 
Enhance product accessibility through identifying and negotiating SOVI(Forward Share Inventory and limit Out of Stocks) and achieving cold and ambient space targets by channel and brand category
Promote product affordability on price by ensuring adherence to Recommended Retail Price (RPP) guidelines per strategic focus brand by channel and outlet type
Identify, negotiate, plan and execute activation opportunities such as promotions and tastings with customer in line with national sales plan
Use the SFA tool to analyse the market in terms of demand and use this information to manage metrics including calls, strike rate targets, outlet expansion, sales volume, profit, and expenses associated with selling products to the key accounts


Account/ Channel Management


Work in collaboration with distributors to ensure that the key accounts are fully serviced as per agreed SLAs
Execute key distribution, placement, pricing and promotion initiatives within assigned accounts to achieve target sales revenue in a profitable manner
Coordinate with Customer Service to manage the order to cash process of key clients
Train and manage/supervise the merchandising team for perfect store execution
Category management and 5P execution
Formulate and implement channel business plans
Identify opportunities for growth in the channel segments and take the lead in exploiting these opportunities for a successful growth and development
Liaise and coordinate with the supply chain team to ensure efficient and timely delivery of products to avert stock out situations


Stakeholder and Relationship Management


Establish and manage winning trading relationships with the key contacts in the allocated portfolio for the overall benefit of the business
Align the sales functional excellence to changing market demands to the market need of the assigned portfolio to ensure sustained business operations and growth
Create, maintain and promote purposeful relationships both internally and externally, to achieve organisational goals or solve problems e.g. cross -functionally, auditors, bankers, suppliers and customers
Work with key functions to develop category and brand insights to unlock sustainable value and volume growth
Engage and communicate effectively with colleagues, investors, customers, suppliers, regulators, and other internal and external stakeholders


People Management 


Mentor and coach team members to enhance their skills and career growth.
Set clear performance expectations and goals for team members.
Conduct regular performance reviews and provide constructive feedback.
Address and resolve conflicts within the team in a timely and fair manner.
Analyses data and insights to continuously steer team performance, in line with company objectives


Integrated Commercial Planning


Understands and is able to articulate company commercial strategy, key objectives and their role to achieve those
Actively contributes to the company strategy by providing insights and feedback. Translates these objectives into KPIs for individual team members
Keeps active involvement in Cycle Briefings, working collaboratively with other functions (Trade Marketing, Marketing)


Agency management


Actively manage outsourced merchandising team to achieve improved execution
Able to formulate KPIs for merchandising teams and track & report on the same
Uses optimal resource planning for outsourced merchandisers to achieve business objectives, thereby achieving better opex
Budget planning and tracking of opex for the channel


Minimum Required Qualifications, Knowledge and Experience

Academic Qualifications


Bachelor of Commerce,  Marketing, Business Administration or Related field. 
Master of Commerce, Marketing, Business Administration or Related field, will be an added advantage. 


Professional Qualifications


Professional qualification in Marketing such as Certified Sales and Marketing Professional (CSMP) or equivalent 
Professional membership with a professional body such as Chartered Institute of Marketing (CIM) or equivalent is an added advantage


Experience 


At least 6 years, 2 years’ experience in management role in a similar role or busy function
Experience in a commercial division with exposure on majority of the key areas such as Sales Management, distributor management & Route to Consumer is an added advantage
Practical experience in the use of MS packages and ERP systems
Excellent understanding of market dynamics and Route to Market (RTM)
Ability to gather market intelligence more

This position is responsible for driving development and implementation of revenue growth and margin management strategies through effective pricing strategy, mix and margin improvement, promotional effectiveness, trade terms management to maximise the potential of KWAL brand portfolio and drive sustainable profitable growth. 

Main Responsibilities

Revenue Growth


Implement Revenue... Management Road map for KWAL
Lead the development and implementation of end to end pricing and promotional strategies for the business
Develop and implement a flexible, RTC driven and sustainable Terms of Trade structure for KWAL
Constantly analyse and track promotional efficiencies through ROI, uplifts, equity trends and market share
Steer operational delivery of revenue and gross profit targets via robust tracking and influencing corrective actions
Embed RMG in existing key processes including Integrated commercial planning, Strategic planning, Annual planning, Sales & Operations and RoFo
Support the innovation agenda with relevant analysis and insights
Develop RMG training materials to create RGM awareness and capability within the wider Commercial function and business
Leverage Heineken Global and HBI RGM best practices and case studies
Network and drive initiatives cross -functionally, specifically with Commercial, Finance and Marketing Teams


Business case development


Develop and maintain financial models to support strategic initiatives and business cases, linked to commercial revenue growth


Stakeholder management & reporting


Create, maintain and promote purposeful relationships both internally and externally, to achieve organisational goals or solve problems e.g. cross -functionally
Work with key functions to develop category and brand insights to unlock sustainable value and volume growth
Use data and data analytics to formulate create revenue dashboards and guide the business to prioritise interventions


Promotion management


Analyse and optimize promotions to enhance margin growth
Use advanced models to optimize promo ROI and trading terms


Minimum Required Qualifications, Knowledge and Experience

Academic Qualifications


Master’s degree in Accounting, Commercial, Finance or business related field
Bachelor’s degree in Accounting, Finance or business related field


Professional Qualifications


Professional qualification in Finance or Accounting such as Certified Financial Analyst (CFA), Certified Public Accountant of Kenya (CPA-K) or equivalent is a plus
Must hold a professional membership with Institute of Certified Public Accountant (ICPAK); Association of Chartered Certified Accountant (ACCA) or Chartered Institute of Marketing (CIM)


Experience 


At least 7 years, 3 years’ experience in management role in finance or commercial 
Experience in senior financial planning / senior commercial finance role function in FMCG industry or manufacturing is an added advantage
Practical experience in the use of MS packages and ERP systems
Proficiency in financial modelling, forecasting, and budgeting
Excellent understanding of market dynamics and Route to Market (RTM)
Ability to gather market intelligence more

This position is responsible for planning, development, execution, and evaluation of the capability development program and competency training based on the HEINEKEN FORCE framework.  

Main Responsibilities

Execution and  Implementation of Capability Development strategies


Develop and execute the sales and marketing capability building plans to achieve KWAL’s commercial strategy in... alignment with the broader Heineken strategy
Plan, develop, execute, and evaluate capability development programs and ensure the right level of skills and capabilities to deliver against KWAL business needs 
In collaboration with Heineken Centers of Excellence develop sales capability (including excellent outlet execution) via a comprehensive training agenda, leading practice tools and skills transfer to ensure the development of the front line teams to sustain business and fuel KWAL’s growth
Stay up-to-date with industry trends, sales methodologies, and training best practices to continually improve the effectiveness of sales training programs
Manage the execution of training including pre assessments, post assessments and work-based assignments
Understand and deliver training on the different Heineken Ways of Working – 4 pillars of FORCE: Brand Building, Innovation, Sales and Revenue Growth Management


Drive Continuous Improvement


Manage on-boarding and continuous improvement of sales representatives, area sales managers, brand managers and executives and wider commercial leadership team
Collaborate with Sales Managers to refine and optimise the sales process and routines
Develop and implement onboarding programs for new hires to ensure they quickly become productive members of the team
Identify opportunities for continuous improvement in the commercial team
Evaluate on an ongoing basis the knowledge and correct application of the different pillars of FORCE
Benchmark application of FORCE versus peer Operating Companies to obtain best practices and share to re-apply
Gather insights on the Sales and Marketing of the future, the impact of AI and business requirements to guide skills development among team members


Capability Development Planning


Achieve commercial training operational objectives by contributing commercial training information and recommendations to capability training plans
Ensure that training programs are aligned with the sales process and that sales reps are equipped to follow leading practices
Participate in the development and implementation of the Sales & Marketing Teams annual training plan and calendar and ensure alignment with Heineken and KWAL stakeholders
Meet training financial objectives by forecasting training requirements, preparing an annual budget, scheduling expenditures, analysing variances, and initiating corrective actions
Explore and identify training providers and obtain quotations, recommend vendors for selection based on proposed curriculum, past track record and program fees


Training Needs Assessments


Identify the specific training and development needs, through a training needs analysis of the full commercial team through liaising with the different stakeholders across OpCo, regional and global
Conduct assessments, surveys, and performance evaluations
Develop and design training programs and materials that address the identified skill gaps aligned with the KWAL’s Commercial goals and strategies


Capacity Building


Support the sales and marketing teams through capability development
Collaborate effectively with allocated managers on the sales capability gaps of their teams 
Ensure effective Sales Reps coaching and mentoring and in trade support
Follow up on coaching outcomes and close the gaps where required
Implement and train on the use of sales tools and technologies, sales enablement platforms, and other sales-related software and drive results
Drive E-Learning platform participation within KWAL aligned to Heineken policies and procedures
Contribute to the Women in Sales 3-year strategic plan, supporting HR and the Head of Sales


FORCE deployment


Develop a comprehensive strategy to roll-out FORCE with the 4 key pillars of the commercial strategy across the wider business
Drive digital capability building in line with commercial automation and reporting objectives & initiatives
Learn, Share and Reapply best practices across different Heineken operating companies


Reporting


Maintain records of training activities, assessments, and outcomes, measure and report progress against the plan.
Provide regular reports to management on the impact of training programs on sales performance
Keep all training equipment/simulators up to date
Process the formal admin required for accredited programs


Minimum Required Qualifications, Knowledge and Experience

Academic Qualifications


Bachelor of Marketing, Business Administration, Communications or Related field. 
Master of Marketing, Business Administration, Communications or Related field, will be an added advantage. 


Professional Qualifications


Must hold a professional qualification in marketing


Experience 


At least 6 years, 2 years experience in management roles in a FMCG firm or within any similar organisation. more

Job Purpose

This position is responsible for driving sales and distribution nationally in the General Trade. Oversee key distributors/ partners and provide leadership to Area Managers and Sales teams to ensure volume and value targets for the assigned regions are achieved; lead and guide implementation of trade marketing activities towards the achievement of all sales objectives of KWAL and... broader Heineken Group.

Main Responsibilities

Trade Development 


Prepare, implement and monitor sales, trade marketing and distribution blueprint across priority markets or areas, to develop capability and enhance business opportunities 
Support the Head of Sales in the development and execution of communication channels within KWAL customers, distributors and stakeholders that allow for logging of customer feedback (and complaints) and take appropriate resolutions
Define and agree sales, trade marketing and distribution KPI’s to track performance in key markets/ zones to drive sustainable volume growth, incremental profits and cost optimisation
Implement HEINEKEN Value Drivers on Availability, Quality, Affordability, Promotion Execution, Availability & Persuasion, hence driving the right PICOS Execution across all relevant channels at a national level


Route to Market Planning


Actively manage Route to Market set-up plans including, but not limited to active direct selling, distributor selection and assessments, terms of trade, margin optimization, price, trade marketing, key account and distributor management
Plan, monitor and control the sales and distribution budgets to ensure departmental spending is in line with the approved budgetary allocations
Support the sales and marketing teams succeed at the Point of Sale (POS) by enhancing the Route to Market and sales leadership capacity across all identified areas, by entrenching the “best fit” market approach within the organisation and through engagement with key stakeholders
Shape and optimize Sales Areas and regions to achieve optimal resource allocation


Distributor Management


Support the assigned distributors to achieve volume and distribution targets to maximise brand availability and visibility, through the execution of essential trade and brand marketing activities
Manage and ensure distribution structure or model, resources and budget requirements, trading terms, credit risk and customer pricing guidelines are adhered to.
Evaluate distributor performance formally on regular basis
Manage pay for perform through distributor so that investment is directed at enhancing brand value and profitability
Manage the relationship with distributors and Key Accounts to reach a preferred partner level.
Develop and implement debt management strategies employed on Key Accounts and distributors
Co-develop and embed Trade Terms strategy, achieving margin optimization and profitable business growth


Budget Management


Prepare, implement and monitor annual budgets (Trade incentive, distribution and sales operations budgets) ensuring conformity to the overall business strategy and drive the achievement of the organisational goals and objectives
Evaluate and manage trading terms (margins and credit) to enhance volume, volume share and profitability in line with company objectives


Stakeholder Management


Create, maintain and promote purposeful relationships both internally and externally, to achieve organisational goals or solve problems e.g. cross -functionally, customers
Establish and maintain relationships with key clients, internal teams and stakeholders including other industry players to support KWAL business interests nationally
Develop and maintain business relationship with strategic trade partners
Engage and communicate effectively with colleagues, investors, customers, suppliers, regulators, and other internal and external stakeholders
Build and maintain a network within HEINEKEN to Learn, Share and Reapply ways of working and best practices across OpCos


People Management 


Mentor and coach team members to enhance their skills and career growth.
Set clear performance expectations and goals for team members.
Conduct regular performance reviews and provide constructive feedback.
Address and resolve conflicts within the team in a timely and fair manner.
Builds a succession pipeline for the front line sales team
Shapes the sales team to attract and retain talent, assists the head of sales to build a rotational plan to optimally use resources


Integrated Commercial Planning


Understands and is able to articulate company commercial strategy, key objectives and their role to achieve those
Actively contributes to the company strategy by providing insights and feedback. Translates these objectives into KPIs for individual team members
Keeps active involvement in Cycle Briefings, working collaboratively with other functions (Trade Marketing, Marketing)
Helps to build the Integrated Commercial Plan, with key sales insights
Drives and owns the Numeric Distribution strategy, targets and reporting of the same


Minimum Required Qualifications, Knowledge and Experience

Academic Qualifications


Bachelor of Commerce, Marketing, Business Administration or Related field. 
Master of Commerce, Marketing, Business Administration or Related field, will be an added advantage. 


Professional Qualifications


Professional qualification in Marketing such as Certified Sales and Marketing Professional (CSMP) or equivalent 
Professional membership with a professional body such as Chartered Institute of Marketing (CIM) or equivalent is an added advantage


Experience 


At least 8 years, 3 years’ experience in management role in a similar role in FMCG
At least 3 years front line sales experience
Experience in a commercial division with exposure on majority of the key areas such as Sales Management, distributor management & Route to Consumer is an added advantage
Practical experience in the use of MS packages and ERP systems
Excellent understanding of market dynamics and Route to Market (RTM)


Competencies

Technical Competencies


Ability to Manage distributor RTM operations in General trade, Key Accounts and HORECA 
Ability to ensure consistent supply and availability of the product to the end consumer. Able to conceptualise, run activation initiatives and enhance innovation on initiatives.
Experience in managing profitable portfolio mix, ROI of initiatives as well as distributor/customer profitability. Must be able to apply analytics that predict consumer behaviour at the market levels and optimise product availability and price to maximise revenue growth.
Exemplary understanding of all the brands, target consumer, where the brands plays vs. competitor brands/positioning competitor activities. Able to educate and enhance customers /consumers' understanding and recall of the brand and its products.
Adeptness of the trading environment, micro and macro-economic factors, tax regimes and implications, competitor activities. 
Skilled in managing and nurturing relationships with internal and external stakeholders, ensuring effective communication and addressing concerns to foster long-term partnerships.
Proficient in building and maintaining strong relationships with customers and partners, understanding their needs, and providing solutions that enhance satisfaction and loyalty.
Skilled in planning, developing, and executing product strategies
Skilled in understanding and meeting customer needs through effective communication, problem-solving, and service delivery, building customer loyalty and driving repeat business.
Skilled in data analytics, Sales Force Automation systems and dashboard reporting
Financial acumen to understand P&L and profitability
Marketing acumen to understand Brand Power


Behavioural Competencies


Proficient in analysing complex data and information to make informed decisions.
Lead and motivate teams to achieve organisational goals by providing clear direction, support, and development opportunities to ensure team members are engaged and productive.
Support the professional growth of employees through guidance and feedback.
Make informed and timely decisions that align with the company’s strategic objectives, balancing short-term needs with long-term goals and considering the impact on all stakeholders.
Utilise analytical skills to identify issues and develop effective solutions ensuring minimal disruption and optimal outcomes.
Effectively communicate and effectively present marketing information, insights, and recommendations to diverse audiences through engaging and visually appealing presentations
Employ logical reasoning and critical analysis to evaluate information and make sound decisions.
Demonstrate a deep commitment to understanding and meeting customer needs.
Effectively manages relationships with internal and external stakeholders, including employees, customers, suppliers, and regulatory bodies. more