[HEINEKEN] Commercial Support Manager

Department: Sales

Reports to: Head of Sales

1. Develop trade census & outlet database

- Develop a formal process to conduct Trade Census to determine size of universe.

- Develop and update the outlet database system.

- Trade census information captured is mapped to  Outlet Database and assigned to the channel segments and ranked according to volume and value

2. Sales performance analysis and reporting

- Consolidates the contents of various sales reports and outlet compliance with EOE reports at the end of each month.

- Analyses sales reports to identify opportunities to increase distribution of Opco's brands, improve execution in-outlet or to increase average sales per outlet.

- Analyses outlet execution reports to identify opportunities at channel, outlet type and regional level to improve performance.

- Assess distributor performance by analyzing their reports on sales volume, inventory level, transaction frequency and new outlet development with the help of DIS

- Develops recommendations based on the given reports and shares these with sales team

3. Other business analysis and decision support

-  Margin analysis

-  Competitor analysis

-  Intervention in fundamental issues

4. Develop IT/ framework tools to support sales

-  Develop/ design framework or IT tools to support sales to ensure the data collection is correctly, friendly and smoothly performed by Sales.

-  Supervise the trouble shooting process of sales information system when using database to make sure data is correctly available for use.

Additional duties as may be assigned by your superior from time to time.

5. Strategic Exercise Support 

-  Decision support (Business Cases/ Scenario modelling etc.)

-  Business opportunities (support on new product development, preparation of deal structuring etc.)

- Participate in strategic exercise such BWP, 2xACE, Regional Source of Growth… as insight feeder.