Primary Purpose of the Position
Act as a key strategic partner to work with countries across ASEANZ to understand the markets and identify growth acceleration strategies. To ensure success the Director Sales Strategy & Transformation will be focused on sales planning and growth through data-driven insgihts that support business performance and strategy development. This role involves consulting with stakeholders and business partners (MDs/GMs, Marketing, Sales & Business Excellence, Customer/Trade Sales, Finance) and utilizing various analytical tools and methodologies to inform decision-making and operational improvements.
· Define what is the winning go to market strategy from a sales, channel distribution and consumer perspective
· Work with external agencies to understand available data within the country
· Deep dive data to understand the drivers of opportunities for growth
· Develop opportunities into plans and work with country leader and ASEANZ Leadership to secure the required resources
· Execute market mapping activity to provide insights into the competitive landscape of the industry, identify market trends, and develop strategic plans for ASEAN business
· Develop a 5 year strategic plana plan outling resources required to achieve the growth acceleration targets and work with Country Lead to secure resources required
Support development of sales force effectiveness framework at area level and rollout to countries in collaboration with country leadership and their teams to execute business strategies.
Principle Duties and Responsibilities
· Utilize data-driven approaches to contribute to strategic and executional decisions, constructively challenging the business to drive greater performance.
· Performance Insights: Provide clear, unbiased views on performance by connecting insights from multiple data sources (market, competition, brand, finance, commercial).
· Business Reviews: Support the leadership team in the preparation of comprehensive Business Reviews.
· Anticipate business upsides and risks to ensure targets are achieved, raising awareness of growth drivers and barriers requiring action.
· Resource Allocation Optimization: Drive investment choices and resource allocation optimization through rigorous modelling across categories and geographies.
· Validate and test assumptions to identify accelerated growth opportunities and align internal stakeholders to support identified opportunities.
· Provide strategic overview and guidance for Go To Market strategies and Route to market plan in line country specific landscape
Support enablement of Retail Field Force to assess/reassess channel potential, current deployment, Outlets segmentation and targeting
· Identify and recommend strategic initiatives / projects to enhance current processes / systems in line with industry best practices;
· Work with Country LT to develop an implementation plan. Plan should include timeline and key milestones by channel for each opportunity. Identify required resources to bring the identified opportunities to life, both Human Capital and Financial support.
· Work with local country teams to ensure they understand the strategic direction, plan and KPI’s. Implement in accordance with the aligned plan. Work with key stakeholders to ensure deployment of resources in is accordance with the aligned plan. Up date ASEAN LT on progress, blocks or adjustment to the plan
· Develop and maintain dashboards and reports that track key performance indicators (KPIs), providing actionable insights to stakeholders and enabling timely adjustments to strategies.
· Conduct post implementation review, monitor agreed KPI’s to ensure in line with initial strategic assessment. Take learnings and apply in other markets where appropriate
· Embed a mindset shift in the organization towards data-driven, measurement-focused, and fact-based decision-making, with the end goal of enhancing the analytics mindset and capabilities of the ASEANZ.
Manage both internal and external partners, explore new vendors, and ensure a rich ecosystem that brings leading-edge analytics skills and technologies, including Artificial Intelligence and Machine Learning capabilities
Conduct post implementation review, monitor agreed KPI’s to ensure in line with initial strategic assessment. Take learnings and apply in other markets where appropriate
Experience
.12 plus years of experience with strong business acumen and analytical skills; ability to connect the dots on disparate pieces of reporting/analysis and formulate a cohesive understanding of business performance drivers.
.Understanding of key operational metrics of businesses and their impact on P&L, revenue, and customer retention.
.Proven track record in Strategy role with demonstrated success
.Outstanding communication skills, both written and verbal.
.Development and implementation of Strategic initiatives at an executive level.
.Project management and change management expertise.
