MEA GTM & SFE Capability Manager

About the role

As a Go to Market (GTM) & Sales Force Efficiency (SFE) Capability Manager, you will execute MEA Route to Market strategy across the region. You will work directly with clusters and markets to understand the Route to Market and Sales Force Efficiency specific needs and implement the required changes with them. You will scale up the best practice and learnings and accelerate changes where needed. With insights routed in deep customer, channel and distributor understanding, you will leverage insights to enrich the most efficient pathway of Haleon products to the hands of the consumer. Alongside this, the role will drive the capability, tools and focus areas of our reps and sales managers, to increase reach, engagement, and recommendations of our brands through a multichannel strategy. They will be required to ensure that the key KPIs across our perfect store ambition of MSL, SOS, POG, Promo, POSM, CARD, Positioning, Brand Blocking and Availability. This role is expected to drive expert field force effectiveness in the respective locations, supported by a robust Segmentation & Targeting approach, and building a high-performing team to grow recommendation and penetration for priority Haleon brands and categories. Help develop and improve tools (CRM) and processes to manage and monitor performance, such as Power BI reports, to generate insights, and work with LOCs to act for improvement.

Responsibilities

• Working with sales teams on defining best route to market models across the region, driving optimisation and enabling new market entries.
• To create advantaged Route to market in all markets, focusing on salesforce effectiveness, distributor management, advantaged trade terms, commercial plans and demand forecasting.
• Increasing coverage and distribution to the prescribed Distributor standards.
• Implementing distributor operational effectiveness to required standard (warehousing stock management).
• Collaborate in the crafting, continuous improvement and embedding of the standardised distributor management framework
• Developing insights capability with distributor partners and leveraging data in driving commercial outcomes.
• By working closely with finance and sales teams, you will propose and implement financial and investment models to drive best return and conditionality as well as cash flow delivery.
• Identifying capability needs across the region and by working with the extended team, improving customer and distributor management capability.
• By working with multiple stakeholders, you will be connecting market needs with the enterprise capabilities, enabling delivering consumer outcomes at pace.
• Gather insights on prevailing market trading terms, analyse retail audit data to grow distribution, implement tactical and strategic plans to beat competition.
• Own the tracking, governance and optimization of the key SFE KPIs like MSL, SOS, POG, Promo, POSM, CARD, Positioning, Brand Blocking and Availability
• Manage Multichannel Activation Analytics, tracking performance and program implementation in collaboration with the Location (LOC) Field Force Manager and LOC ComEx lead.
• Utilize the MEA Pulse Power BI dashboard to monitor impact, productivity, track Sales Incentive Plan (SIP) performance, and oversee Multichannel activations for LOC, in partnership with the BU Data Analytics manager and LOCs
• Monitor the impact of SFE initiatives through aligned metrics for effectiveness and efficiency, ensuring benchmarking and consistency across MEA markets, in coordination with the Category & Channel GTM leads.
• Conduct regular analyses of field force productivity, providing insights on channel efficiency or effectiveness gaps, and collaborate with LOCs to implement corrective actions.
• Facilitate the implementation of any enhancements to the SFE systems (Veeva, Trax, PD, Android & IR) and aid LOCs on processes.
• Lead the field force community of practice, fostering the identification and sharing of best practices while promoting synergies between LOCs
• Candidate Profile:
• Degree in a quantitative or business discipline (e.g.

Benefits

Additional Information

Welcome to Haleon. We're a purpose-driven, world-class consumer company putting everyday health in the hands of millions. In just three years since our launch, we've grown, evolved and are now entering an exciting new chapter - one filled with bold ambitions and enormous opportunity. Our trusted portfolio of brands - including Sensodyne®, Panadol®, Advil®, Voltaren®, Theraflu®, Otrivin®, and Centrum® - lead in resilient and growing categories. What sets us apart is our unique blend of deep human understanding and trusted science. Now it's time to fully realise the full potential of our business and our people. We do this through our Win as One strategy. It puts our purpose - to deliver better everyday health with humanity - at the heart of everything we do. It unites us, inspires us, and challenges us to be better every day, driven by our agile, performance-focused culture.

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