Commercial Team Lead - Annotto Bay

The Commercial Team Leader will be responsible for building effective customer relationships and transforming the performance of the CBL portfolio through the Pre-Sales Executives and Demand Specialists

Job Summary

Reporting to the Channel and Customer Manager, the Commercial Team Leader will be responsible for building effective customer relationships and transforming the performance of the CBL portfolio through the Pre-Sales Executives and Demand Specialists. He/she ensures the achievement of the sales effectiveness, volume, distribution, and execution of targets according to the company standards.

The Commercial Team Leader is a strong leader who is capable of managing, coaching, and overseeing a team of Pre-Sales Executives, Demand Specialists. He/she provides strategic and tactical direction and develops

the competencies of the team in line with the operational standards.

The incumbent should be capable of ensuring that the team is motivated and inspired to operate effectively in a competitive and dynamic FMCG business environment.

   Major Responsibilities

• Oversee the work of the Pre-Sales Executives and Demand Specialists while ensuring that customer relationships are being developed according to strategy;
• Ensure CBL’s product portfolio is growing and being executed according to the company standards.

People Management (for Pre-Sales Executives, Demand Specialists):

• Develop the competencies and skill sets of the sales team through training, coaching, mentorship and monitoring the team in trade;
• Efficiently coordinate the efforts of the Pre-Sales Executives and Demand Specialists for optimal team performance;
• Effectively support and manage Pre-Sales Executives and Demand Specialists escalations or interventions;
• Establish and maintain strong and effective relationships with key stakeholders (Customers, Channel & Customer Manager & Distribution Centre teams) to drive mutual growth and profitability;
• Develop a sales strategy for the market and action plans for Pre-Sales Executives and Demand Specialists by territory to ensure attainment of the Pepsi, Red Stripe and CBL objectives;
• Deliver on assigned monthly and annual sales effectiveness, volume, distribution, execution and other KPIs;
• Be the liaison between the front line sales team and the business reporting on customer compliance with commercial terms; competitor information; pricing and other execution standards as defined;

Budget Management:

• Ensure collections are within the specified timeframes to achieve aged debt targets;
• Oversee the daily settlement of routes within the prescribed timelines;
• Adhere to the Commercial process and World Class Sales (WCS) for the sales team;
• Effect timely trade visits to ensure increased CBL visibility;
• Reduce competitor influences in the marketplace and improve relationships with existing customers while creating new contacts;
• Ensure the company’s quality, distribution, visibility, pricing, execution and refrigeration are impactful in the trade or provide actionable recommendations to business for improvement;
• Provide improvement recommendations for executed events;
• Maintain accurate records of all activities, customer inquiries, customer complaints and requests to ensure timely follow through and actively pursue same through all relevant Departments;
• Effect and submit daily, weekly and monthly reports as required by the business;
• Adhere to the safety requirements for the role as prescribed by the business and comply with all company policies;
• Work closely with Channel & Customer Manager in reducing zero customers per sales office to in an effort to grow distribution;
• Any other responsibilities as required by the business Job Characteristics .

 Specialized knowledge, skills, and training required:

• A true leader and people person who is able to drive a team of varying roles and capabilities to succeed;
• Motivator who is able to maintain an effective and positive working environment for the team;
• Good knowledge of the Jamaican drinks industry and its market mechanics as well as a basic understanding of the trade channel landscape;
• A self-driven professional with very good skills in cross-functional relationship building, self-organization, time management, the delegation of tasks and follow-up as well as data analytics;
• Comfortable working in a dynamic and fast-paced environment;
• High performer with a can-do attitude;
• Ability to multi-task yet stay focused on excellent execution;
• Ability to work under pressure, meet tight deadlines and manage multi-focused priorities;
• Good oral and written communication skills;
• Excellent verbal and written communication skills, attention to detail and high level of customer service skills;
• Proficient in analyzing data, preparing and presenting weekly reports;
• Advance working knowledge of Microsoft Office Suite.

Academic qualifications and experience required for the job:

• Bachelor’s Degree in Business Administration, Marketing or related Commercial area;
• Minimum 5 Years Sales or Sales related Commercial experience with 2 years in a senior sales role
• 2 years supervising personnel
• History of progressive leadership experience

Working Condition: (e.g. dust, dirt, heat, abnormal hours, frequent travel, overtime, etc.)

• Predominantly 8:30 am – 4:30 pm; may be required to work outside the set work hours;
• Will be exposed to a Distribution Center & Warehouse environment, at an occasional frequency;
• Frequent to moderate walking short/long distances within the Distribution Center, Office and Warehouse areas;
• Have a valid Driver’s License, own or have full access to a reliable motor vehicle due to frequent travel requirements, CBL Head Office and/or Distribution Centers and offsite customers across the island when necessary;
• Occasional exposure to forklifts & delivery trucks within the Warehouse area;
• Expected to operate within an “open” concept office environment.