Execution Excellence Head- Gulf

Mars GCC FZE; Dubai; On-site; AED 446,400 - 725,400; Full time

Job summary

Mars GCC FZE is seeking a senior role to drive Excellence in Execution across Gulf markets, leading IPS and PDS programs to transform physical and digital availability and grow NSV. You will align One Demand to opportunities, co-create market priorities, and manage capabilities across the Gulf region.

The role requires significant sales experience in National Accounts/Category Management with strong analytical and project management skills.

Qualifications

• Graduate caliber with extensive experience in FMCG/consumer with a strong sales execution excellence and category development background.

Responsibilities

• Lead design, development and performance management of Gulf IPS and PDS programs.
• Deploy governance, KPI scorecards for IPS and PDS units.
• Own annual appraisal of Perfect Store capabilities and generate insights to improve program design.
• Collaborate with Gulf GM and Sales Directors to align market priorities and opportunities.
• Manage UAE 3rd party merchandising provider and drive value with aligned service levels.
• Direct management of UAE TDS team and build capability across the Gulf.
• Integrate IPS with data sources and other enablers to support NSV growth.

Skills

Sales execution

Category management

Stakeholder management

Analytical thinking

Project management

Leadership

Education

Bachelor's degree in Business/Marketing or related

Job description

Job Description:

This role is accountable for driving Excellence in Execution in GULF markets through:

• Leading and executing the intelligent Perfect Store (IPS) and Perfect Digital Store (PDS) programs designed to transform physical/digital availability and drive profitable NSV by step changing execution.
• The role is responsible for identifying and aligning One Demand organization to digital and physical availability opportunities. It will co-create market priorities develop incremental NSV growth ambitions as well as manage the capability changes required.
• This role will ensure market Physical Availability in store and D com are always stretched and drive category conversion.
• Co- managing the merchandising 3rd party provider in UAE.
• Direct management of UAE TDS team in addition to leadership and capability building of TDS across GULF.
• Managing the tools and service providers for IPS and PDS programs across GULF (TRAX EDGE...).

The incumbent of this role is potentially eligible to be a member of the GULF Business Team.

What are we looking for

• Education & Professional Qualification

  Graduate caliber with extensive experience in FMCG/consumer with a strong sales execution excellence and category development background.

  Knowledge/Experience

• Significant sales experience including Field Sales National Accounts/Customer Management and/or Category Management.
• Proven ability to stand alone challenge the status quo and set priorities.
• Experience of end to end project management and leading customer-centric projects to optimize time cost and customer experience.
• High analytical acumen with ability to translate insights to actions internally and with customers.
• Proven ability to deliver results through others inspiring them with vision and purpose.
• Ability to navigate complex situations simplify processes and prioritize what needs to be done.
• Ability to operationalize strategic objectives and execute change through influencing customers and key stakeholders.
• Commercially and financially astute with sound business judgement.

Critical Leadership Competences required for the role

• Manages Stakeholders
• Organization agility
• Communicates Effectively
• Drives Engagement
• Plans and Aligns
• Collaborates
• Drives Results

Key Functional competencies & Technical skills

Critical Functional Competences required for the role

• Category and Shopper Acumen Expert
• Leveraging Insights into Actions Advanced
• Financial and Analytical Acumen Advanced
• Customer Execution & Measurement Expert
• Selling Essential
• Building Winning Relationships Essential

What will be your key responsibilities

• Lead the design development and performance management of Gulf Intelligent Perfect Store (IPS) and Perfect Digital Store (PDS) programs.
• Deploy and contribute to global governance enhancement process and KPI scorecards for the units IPS and PDS programs.
• Own the annual appraisal of Perfect Store capabilities (X-Ray process) and generate critical insights and enhancements to program design and tools.
• Following X-Ray completion collaborate with Gulf GM and Sales Directors to agree the scope timing and opportunities required to deliver market priorities. This entails aligning ambitions regionally and globally.
• Consistently lead IPS and PDS work streams X-Ray Picture of Success Embedding KPIs tracking NBLs PS dashboards Action-planning and follow through.
• Set the agenda and drive key decisions in units workshops and steerco meetings to ensure adequate participation and contribution to Global Perfect Store community.
• Embed IPS to leverage processes like S&OP OTG and other forums to incorporate KPIs like (Compliance % and % of NSV Coverage expansion).
• Ensure integration with key data sources for accurate and timely data reporting of our OSA Project.
• Ensure integration with other Perfect Store enablers e.g. sales incentives trade architecture retail coverage models and sales force automation.
• Connect IPS program development with our Demand Capability agenda and any relevant programs to ensure consistency.
• Collaborate with Global Perfect Store community to share/receive best practices and drive the long-term Mars Perfect Store capability agenda.
• Deliver relevant case studies and contribute regularly to global program development.
• Manage the relationship with UAE 3rd party merchandising service provider driving value leadership and ensuring spends are in-line with plans setting and measuring service levels.
• Direct Management of UAE TDS team in addition to leadership and capability-building of TDS teams across GULF.

What can you expect from Mars

• Work with diverse and talented Associates all guided by the Five Principles.
• Join a purpose driven company where were striving to build the world we want tomorrow today.
• Best-in-class learning and development support from day one including access to our in-house Mars University.