Commercial Performance Manager - Reserve & Key Accounts
Posted:
About the role:
The Commercial Performance Manager (CPM) Premium Spirits Manager, Kenya is the performance driver for the entire International Premium Spirits (IPS) and Reserve portfolio. The role owns Performance management of the Premium Spirits portfolio, Distribution targets (ND), SIT (Sales in Trade), Shipment, DFC (Distributor Forward Cover), and JUCP (Joint Up Customer Plans) across both IPS (International Premium Spirits) and Reserve, ensuring every activity, investment, and customer plan translates into measurable growth. By integrating commercial priorities with customer marketing execution, this role guarantees focused delivery, strong Return on Investment, and competitive advantage in the Kenyan market.
Key Responsibilities & Outcomes
Reporting & Insights:
National Premium Spirits Reporting:
- Lead daily tracking of Performance Management, SIT (Sales in Trade) and DFC (Distributor Forward Cover) across IPS and Reserve for opportunities and insights
- Lead weekly and monthly tracking of Distribution (ND), SIT (Sales in Trade) and DFC (Distributor Forward Cover) across IPS and Reserve (Commercial Performance Dashboard pack).
- Lead weekly building blocks and purchase plans tracking
- Any Adhoc reporting requirements as need be for Premium Spirits
- Ensure insights are translated into actionable interventions.
Reserve Division Reporting:
- Weekly and monthly tracking of Reserve Division Performance
- Lead DLT (Divisional Leadership Team) discussion on performance highlighting opportunity areas and track actions agreed upon
- Support the team in translating reports from Commercial Operations into course correcting actions.
Joint Up Customer Plans (JUCP) Execution & Tracking
- Actively supervise and manage JUCPs across IPS and Reserve.
- Conduct impact assessments measuring commercial and brand outcomes in line with our controls framework
- Share JUCP impact with teams for corrective action and with CLT (Commercial Leadership Team) for accountability.
Cycle Brief Execution
- Coordinate with Customer Marketing team to ensure Reserve Team fully briefed on activities, co-ordinate outlet selection, and ensure outlets submitted to Commercial Operations on time.
- Weekly journey planning for activities to be done with support from Customer Marketing team.
- Own the BTL (Below the Line) conversation with the Reserve team, highlighting gaps in BTL execution and coordinating contract addition and amendment.
- Track compliance and call out gaps for immediate action.
Budget & PO (Purchase Order) Management
- Lead divisional budget ownership and PO processes for International Premium Spirits and Reserve.
- Optimize spend, reallocating dynamically to protect key performance indicators.
Governance & Controls
- Implement strong governance rigor across Divisional BTL activities and JUCPs
- Ensure compliance, audit readiness, and documentation of all JUCP related commercial actions.
Skills and Experience:
Qualifications
- Undergraduate Degree or equivalent experience in relevant field demonstrated ability in a similar role
Key Skills & Competencies
- Proven track record to lead daily performance management across multiple portfolios
- Strong commercial and financial competence with a Return on Investment driven mentality.
- Sophisticated analytical and reporting skills (Excel/BI tools).
- Strong capability in customer activity management and JUCP tracking.
- Leadership presence with accountability, rigor, and influencing skills.
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