Context/Scope
The RTC Development Services Manager is instrumental to ensuring that the business is optimizing the various stakeholders in the market esp. banks, service providers as well systems to support the current Route to Consumer (RTC). He/she will be responsible for driving distributor capitalization discussions; ensuring KBL distributors are accessing the best cost-effective services in the banking industry; Trade financing including retail financing, world class ERP systems at distributors and financial capability building in our distributor and sales teams.
The job holder works 70% office 30% field across all regions and works within parameters agreed by the Head of RTC, agrees working parameters with Divisional Sales Managers and has a high level of cross functional support esp. in Finance and HR.
Purpose of the role
To guarantee that our distributors are operating with optimal capitalization with access to affordable financing for distributors and retail, optimizing technology both DMS and ERP at our distributors, with proper financial capability and clear succession planning that will deliver a sustainable RTC model with KBL Safety and Health standards clearly embedded.
Top Accountabilities
Route to Consumer
- Liaise with banks to provide Trade and Retail financing at the best rates.
- Management of all outsourced services in Sales – Finance, IS and HR as well as embed KBL standards at distributors.
- Optimizing technology at distributors and rollout ERP systems across all distributors.
- Financial Capability training and succession planning at distributors to create sustainable businesses.
- Work with the Divisional Sales Managers and Area Business Development Managers to drive distributor capitalization discussions and how to remedy any working capital gaps.
- Look for opportunities for value creation by negotiating services required by distributors and ensuring deployment at scale.
Gold Journey program coordination
- The Gold Journey is a Distributor programme towards attaining the required structures, standards and processes of a EABL distributor (World Class Distributor)
- The process guarantees that the right structures & processes are defined and updated from time to time to ensure distributors continually improve their level of operation to meet the defined EABL Standards. Working with other stakeholders including finance, sales and HR, the RTC Services manager leads and the setting of the trade terms incentive every year.
- Coordinate with selected 3rd Party to conduct quarterly audit across all distributorships and highlight areas where improvements are required.
- Help in training and drive awareness of the Gold Journey requirements with help of the RTC divisional managers to ensure that requirements are well understood and adhered to.
Change management
- Fully understand, articulate and drive awareness, understanding, ownership and commitment of the change at all levels – strategic, tactical and operational
- Prepare and ensure KBL executive Board alignment for change and the change approach
- Develop cost-effective change solution (communication, training and organisation restructure).
- Population of change management impact assessment (resulting from the project) on external and internal parties.
- Assist in translation of change impacts into clear and tangible action plans and ensure plan is followed.
- Actively manage stakeholder engagement from a program perspective.
- Provide support in monitoring and suggest actions to ensure 100% business readiness
- In conjunction with HR and other relevant stakeholders carry out organisation design and role profile review.
- Carry out project communication regarding the impact of the new processes/systems on internal and external parties.
Qualifications and Experience
1. 5 years’ Sales management experience with a proven track record of success and delivery across different markets and trade channels.
2. Demonstrated working experience with Distributors, Wholesalers and Retail Customers.
3. Background in Finance/accounts will be an added advantage.
4. 3 years Project Management experience, with a successful track record of delivery against project KPI’s and timelines.
5. Diageo or equivalent Change Management Methodology and Implementation.
6. Cross functional leadership.
7. Keen understanding of culture and structure of the market.
8. The incumbent must be able to influence people, able to rally people behind a cause, co-ordinate multi-cultural and multi-functional groups and create positive energy within the market.
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