Provide Business Intelligence analysis:

// Monthly/ quarterly sales budget allocation & analysis of sales reports & roll out to sales team

// Monthly sales and supply forecast based on trends and historic analysis

// Regular distributor stock reports (Sell out reports) and strategic recommendations to manage overstocking or under stocking

// Preparation of business update reports/monthly business review presentations

Data Management:

// Collection and rationalization of customer, sales and channel data for Malawi through various platforms and methodologies. Ensure data quality control and master data management

Crop and Pest Data:

// Support the collection of data for Crop and Pest survey using digital tools.

// Ensure alignment with sales and channel data.

Channel Partner/3rd Party data:

// Channel partner files directly loaded via integration engine into data stores, ready for processing. Follow up and liaise with Channel partners around any data issues etc. Liaise with sales team on accuracy of data

// Support sales teams with channel partner mapping and channel-product visibility. Support channel strategies such as Market Funding Programs, Incentive Programs, Agency Programs, with data management and analytics.

5YR Plan:

// Manage the process to update 5-year plan 2x per year with inputs from Commercial team. Working alongside various teams to establish business requirements (Data needs to process optimization)

Sales Excellence:

// Develop sales excellence tools to improve processes and efficiency within the Sales Organization (sell in analysis, sell out, KA Dashboard, Sales promotions with Distribution channel, etc.)

// Drive the implementation of the digital roadmap and strategy

Provide Sales Back-office support

// Communicates all relevant announcements, promotion campaigns internally and externally to distributors/ agrodealers

// Liaise with Sales managers, Credit Manager, Supply Chain and Distribution partners to raise all pending issues (Credit areas, supply constraints, etc)

// Follow up on Sell in & Sell out plans with Distribution channel

// In relation to the legal department and the Commercial Lead, ensures the implementation of contracts for distributors as well as the follow-up of CLMS

Customer Insights and CRM: 

// Manage marketing research projects as and when required with the identified research companies

// Provides recommendations on CRM interface

// Develop together with the GTM Manager to create a customer database segmentation

// Monitor CRM sales data quality and implement actions to ensure sound and reliable customer data

// Use Probability of Purchase and Recently / Frequency / Monetary Value models based on CRM data to predict future customer buying behavior (loyalty and churn).

// Communicate and provide trainings for teams to understand and implement customer segmentation

// Improving Customer experience: Developing customer journey maps and segmentation with identification of customer pain points and key touchpoints,

Collect customer forum feedback and provide direction to business in order to improve customer experience.

// Extract information from Sales Force related to farmer customer data i.e. planting density, HA per farmer/region/area, crops planted

// Provide support for account planning through data analytics, dashboards, reports

// Analyse research insights and translate into concrete suggestions and actions to be used in Go-to-market strategies, campaign activation and sales tactics

// Develop insights to support Go-to-market strategies, customer engagement, campaign activation, crop teams and cluster strategies. Reporting Informational outcomes to peers and stakeholder groups /forums

// Provide discretionary MF/Loyalty programs analysis on a regular basis to Sales teams so they can understand the impact negative or positive it is having on their business.