Commercial Excellence Executive

Anonymous Employer

Job Summary

To put in place distribution, market execution, market development look of success standards and metrics for commercial execution excellence in both traditional trade and modern trade

  • Minimum Qualification: Bachelor
  • Experience Level: Mid level
  • Experience Length: 5 years

Job Description

FUNCTION: Commercial


Reporting to the Commercial Manager, the Commercial Excellence Executive role will be 

  1. To put in place distribution, market execution, market development look of success standards and metrics for commercial execution excellence in both traditional trade and modern trade 
  2. To Lead and manage go to market pilot projects / in market trials with strong metrics, KPIs and tracking system and ensure proper scale up once pilot is adopted for national roll out  
  3. To champion the change management of commercial execution excellence program, roll out including tracking systems, market execution standards and practices, sales force automation and sales force effectiveness programs 
  4. To develop commercial excellence initiatives, tracking tools and processes to improve distribution and market execution efficiency and effectiveness; Track and measure instore merchandising, brand activation, price and pack portfolio listing in line with channel plans, sales force efficiency metrics including call coverage, hit rates, drop size etc.
  5. To develop and deploy a sales excellence program; online and class room sales academy modules across all sales levels and ensure certification and professional training of all sales teams 
  6. To engage in field rides and spend time with sales teams at the outlet level to coach, mentor and develop teams on Company WAY of selling and commercial execution excellence.
  7. In collaboration with HR develop and deploy skills and training needs capability assessment matrix 
  8. To conduct quarterly independent route to market assessments and market execution surveys in selected outlets 
  9. To champion and build capability for sales force effectiveness, customer service surveys, market execution surveys, Shopper marketing, Category Management and Customer Relationship Management


Commercial Manager


  • Marketing Manager.
  • Trade Marketing Manager
  • Lead – Modern Trade Development 
  • Regional Sales Development Leads 
  • Sales and Distribution Team 


Key Job Deliverables

  1. Develop the sales team capability to a world class beverage company standard
  2. Develop and deploy high impact commercial excellence execution metrics including sales force effectiveness, FIT outlet execution, visibility, merchandising, availability and look of success guidelines to drive profitable growth of Company portfolio
  3. Responsible for developing robust and flexible go to market models for general trade through in-depth analysis of market dynamics and business capability / capacity 
  4. Develop Key account team’s capability on category management, shopper marketing and customer relationship management 




  • Priority #1 – Brand visibility and SKU availability in Key channels (RED / FIT scores)
  • Priority #2 – Market Execution Excellence – FIT scores (Focus, Implement & Track)
  • Priority #3 – Sales Force Effectiveness (Call completion, hit rate and Drop size) 
  • Priority #4 – Coaching hours per Sales rep  


  • Education: Degree
  • Language: Proficient in English and Kiswahili
  • Sales and Marketing Professional Training


The successful candidate for the position will have obtained the following experience:

  • Experience: Minimum 5 years in sales management within FMCG industry 
  • 3 years in a Route to Market and or Capability management role 
  • Over 2 years exposure to Market Execution, Category Management, Shopper Marketing, Customer Relationships Management programs 


In addition to the specific work experience and skills, the candidate should have the personal qualities listed below:

  • Acts as a business owner is Proactive and able to foresee issues upfront and resolve them taking accountability and responsibility as the single point of contact for modern trade 
  • Collaborative and adaptive; able to manage and work with various stakeholders having different objectives and approaches to business 
  • Good in Project Management; able to run route to projects and programs with minimum supervision, disciplined, good at planning and securing timely follow up within Deadlines.
  • Self-Driven and Persistent; has a strong drive and take initiatives, able to resolve issues with speed and agility, comfortable with ambiguity, can quickly distill problems and come up with creative solutions
  • Winning attitude; Has a can-do attitude, winning mindset, competitive and believes in being the best able to seek opportunities and borrow ideas and implement with speed to win in market, 
  • Performance driven; sets very high targets for self and team and strives hard to achieve them, goal driven and works well under pressure 
  • Great at building relationships; believes in partnership, goes and extra mile to assist partners achieve common goals, Good at interpersonal selling and negotiation skills
  • Strong communication skills; has a good command of professional English and can communicate well and effectively both orally and in writing
  • Team Player; works well in teams, puts team goals ahead of personal goals, committed to team objectives and goes out of their way to ensure the team succeeds

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| Full Time |
KSh Confidential
Anonymous Employer
| Full Time |
KSh Confidential