Job Purpose
This position is responsible for ensuring the efficiency, quality, and cost-effectiveness of packaging processes and materials in KWAL. This role in collaboration with Heineken Centre of Excellence (CoE) on packaging solutions and the supply chain teams develop and manage the product packaging that enhances the product’s appeal and functionality to meet market needs and company goals.
Main Responsibilities
Packaging Material Development and Analysis
- Evaluate the performance, quality, and cost of packaging materials for KWAL products.
- Conduct compatibility tests between beverages and packaging materials.
- Ensure compliance with industry standards, regulations, and sustainability goals.
- Explore options for sustainable materials, while embracing the eco-friendly design.
- Collaborate with Heineken Centre of excellence on Packaging solutions and supply chain teams locally to develop product packaging that enhances the product’s appeal and functionality to hook the consumer.
- Implement sustainable practices in product and packaging development in support of KWAL ESG initiatives.
- In collaboration with the Heineken Centre of excellence, the plant engineering and procurement teams develop and document the packaging materials technical specifications.
- Develop and implement packaging material defect list criteria with the suppliers.
Quality Assurance and Compliance
- Ensure all packaging materials from the manufacturer meet the acceptable technical specifications, quality standards and regulatory requirements for beverage safety and functionality.
- Monitor the use of packaging materials on the production lines to ensure compliance with quality standards and regulatory requirements, and promptly recall any damaged packages/ non-conforming materials.
- Oversee the auditing of packaging processes and materials usage in the process.
- Develop and maintain detailed documentation related to packaging materials specifications and standards.
- Manage the non-conformances on both finished products and in-process packaging materials.
- Ensure compliance with local, national, and international regulations, such as Good Laboratory Practices (GLP), Good Manufacturing Practices (GMP), and ISO standards.
- Develop and implement a guideline on disposal of non- conforming packaging materials, in collaboration with suppliers and procurement.
- Establish and sustain a quality at source methodology and ensure compliance to its principles on the shopfloor.
- Coach and train operators to ensure that they have a clear understanding of the quality standards to which they must adhere.
Data Collection and Reporting
- Monitor packaging line performance, identifying trends and inefficiencies.
- Prepare detailed reports on material usage, waste, and costs.
- Analyse packaging defects and recommend corrective actions and on approval by the QSHE Manager oversee the implementation of the corrective action.
- Prepare analysis reports outlining any abnormalities such as quality deviations, recommend corrective actions and on approval by the QSHE Manager oversee the implementation of the corrective action.
Process innovation & Improvement
- Identify and implement improvements to reduce packaging material waste and enhance production efficiency.
- Conduct root cause analysis for packaging-related issues and implement preventive measures proactively.
- Logically Support sustainability initiatives, including material reduction and recyclable or biodegradable packaging options, factoring in the anticipated risk portfolio in the process and trade.
- Stay updated on the latest trends in packaging technology and materials science.Recommend innovative packaging solutions to improve product appeal and functionality.
- Actively participate in TPM (Total Productive Maintenance) implementation initiatives such as 5s in the laboratory and shopfloor.
Collaboration
- Collaborate with the Heineken centre of excellence on packaging materials and capabilities within KWAL in the development of new packaging materials.
- Liaise with all supply chain teams to source and test new packaging materials that meets the regulatory standards, and internal specifications. Collaborate with design teams to ensure packaging meets branding and functionality requirements.
- Communicate and collaborate with suppliers to address non-conformance issues and negotiate cost-effective solutions, favourable to KWAL.
Continuous Improvement/ TPM
- Support the TPM way of working.
- Support the implementation of the TPM improvement activities.
Minimum Required Qualifications, Knowledge and Experience
Academic Qualifications
- Bachelor of Science in Packaging Engineering, Industrial Engineering, Material Science, Food technology, or related field.
Professional Qualifications
- Lead auditor-Quality Management systems (QMS).
- Lead auditor- FSSC 22000 V.6.
- Digital Data management- analysis and reporting.
- Supplier development & Management.
Experience
- At least 4 years’ experience as a technician/ analyst in product development, extrinsic material management in a manufacturing or quality control environment.
- Experience in the FMCG industry or manufacturing is an added advantage.
- Practical experience in the use of MS packages and ERP systems.
Competencies
Technical Competencies
- Supplier development & Management.
- Change management.
- Understanding and knowledge in alcoholic beverage standards.
- Packaging material science / Engineering.
- Demonstrate ability to innovate in packaging solutions.
- Knowledge of regulations governing global food and beverage packaging standards.
- Competencies on industrial laboratory management.
- Experience in alcoholic beverages processing and packaging- added advantage.
- Documentation and reporting skills.
- Competencies in industrial Laboratory management.
Behavioural Competencies
- Ability to work effectively with all levels of management and staff.
- Must be proactive and be able to anticipate issues rather than being reactive.
- Excellent communication skills (oral, written and listening).
- High level of integrity.
- Demonstrate a commitment to enhancing processes and performance- regularly evaluating current practices, identifying areas for improvement, and implementing changes to drive efficiency and effectiveness.
- Continuously seeks new opportunities to enhance products and services- embracing new technologies and methodologies to drive growth and maintain a competitive edge.
- Demonstrated deep commitment and understanding to meet customer needs- . actively seeking feedback, anticipating customer preferences, and collaboratively with commercial teams tailor services to enhance satisfaction and loyalty.
- Make informed and timely decisions that align with the company’s strategic objectives- balancing short-term needs with long-term goals and considering the impact on all stakeholders.
- Embracing methodical approach to troubleshooting and problem solving while ensuring minimal disruption to the business .
- Ability to employ logical reasoning and critical analysis to evaluate information and make sound decisions- considering various perspectives and potential impacts before taking action.
- Encourage innovative ideas and approaches to improve packaging solutions and manufacturing processes- fostering a culture of creativity and experimentation to stay ahead in the market.
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Job Purpose
This position is responsible for driving sales volume and value targets for the assigned channel (Horeca) by implementing and executing strategies, team leadership and people management while managing marketing activities within the channel and resolve as well as well as attend to customer queries and complaints.
Main Responsibilities
Development of HORECA Plans
- Develop and implement strategies and tactical plans for HORECA to ensure sustained business growth in the assigned customer market in line with the overall KWAL strategy of winning in premium with beer and near-beer
- Gather, interpret and utilize multiple information sources to develop customer-specific tactical plans.
- Collaborate with marketing teams regarding strategies to develop understanding of product distribution, placement, pricing and promotional initiatives.
- Develops and negotiates joint business plans with key outlets, thereby promoting the full portfolio
- Manages BTL investment budgets for key outlets to ensure excellent availability and execution of focus brands
- Continuously evaluates channel coverage strategy, right visit frequency and formulates proposals to win in the wider HORECA landscape
Trade Development
- Achieve set volume, value, and gross income targets on strategic focus brands.
- Drive profitability within the assigned area, manage Opex saving and optimize resources to achieve sales targets (People, process, time, tools).
- Achieve product availability targets through identifying and negotiating listings and targets for strategic focus brands to drive and maintain numeric distribution by brand category.
- Enhance product accessibility through identifying and negotiating SOVI (Forward Share Inventory and limit Out of Stocks) and achieving cold and ambient space targets by channel and brand category.
- Promote product affordability on price by ensuring adherence to Recommended Retail Price (RPP) guidelines per strategic focus brand by channel and outlet type.
- Promotion – Identify, negotiate, plan and execute temporary activities at the Point of Purchase that create an additional temporary impulse to buy a particular brand or product
- Identify, negotiate, plan and execute activation opportunities such as promotions and tastings with customers in line with the national sales plan.
- Persuasion – Negotiate and execute activities at the Point of Purchase related to actively or passively recommending our brand/ product. This includes deployment of POS Materials, building relationships with outlet staff through product training, waiter branding etc
- Ensure use of SFA tool to analyse the market in terms of demand and use this information to manage metrics including calls, strike rate targets, outlet expansion, sales volume, profit, and expenses associated with selling products to the HORECA
HORECA & Distributor Management
- Undertake forecast and purchase planning
- Ensure compliance by distributor on credit terms, stock policy and reporting as per agreed SLA’s
- Build strategic Joint Business Plans that contribute to the long-term profitable growth within the channel
- Ensure that the HORECA are fully serviced as per agreed SLAs.
- Execute key distribution, placement, pricing and promotion initiatives within assigned accounts to achieve target sales revenue in a profitable manner.
- Recruit and serve HORECA outlets to the satisfaction of outlet owners and meet the company’s objectives.
- Manage debt within the approved credit policies
- Exceptional knowledge of premium brands and how to serve them, able to train waiters on brand knowledge
Relationship Management
- Establish and manage winning trading relationships with the key contacts in the allocated portfolio for the overall benefit of the business.
- Align sales functional excellence to changing market demands to the market need of the assigned portfolio to ensure sustained business operations and growth
People Management
- Mentor and coach team members to enhance their skills and career growth.
- Set clear performance expectations and goals for team members.
- Conduct regular performance reviews and provide constructive feedback.
- Address and resolve conflicts within the team in a timely and fair manner.
- Identify skills gaps within the team and build plans to overcome them (negotiation skills, brand knowledge)
- Actively ensure the team continuous to learn, share and reapply knowledge to achieve excellent execution
Integrated Commercial Planning
- Understands and is able to articulate company commercial strategy, key objectives and their role to achieve those
- Actively contributes to the company strategy by providing insights and feedback. Translates these objectives into KPIs for individual team members
- Keeps active involvement in Cycle Briefings, working collaboratively with other functions (Trade Marketing, Marketing)
Minimum Required Qualifications, Knowledge and Experience
Academic Qualifications
- Bachelor of Marketing, Business Administration, Communications or Related field. or
- Master of Marketing, Business Administration, Communications or Related field, will be an added advantage.
Professional Qualifications
- Must hold a professional qualification in marketing
- Must possess a clean and valid driving license.
Experience
- At least 6 years, 2 years experience in management roles in a FMCG marketing firm, advertising agency or within any similar organisation.
Competencies
Technical Comptencies
- Skilled in maintaining and expanding relationships with key accounts.
- Capacity to complement the sales team by preparing sales materials, managing customer inquiries, and coordinating with other departments to ensure smooth sales operations.
- Skilled in managing and nurturing relationships with internal and external stakeholders, ensuring effective communication and addressing concerns to foster long-term partnerships.
- Capacity to identify opportunities to increase sales by recommending additional products or services, understanding customer needs, and presenting compelling value propositions.
- Adept at engaging in discussions with clients, suppliers, and partners to reach mutually beneficial agreements, preparing negotiation strategies, and effectively communicating to achieve desired outcomes.
- Proficient in building and maintaining strong relationships with customers and partners, understanding their needs, and providing solutions that enhance satisfaction and loyalty.
- Demonstrate expertise in creating and improving products to meet market demands, conducting market research, collaborating with cross-functional teams, and overseeing the product lifecycle.
- Skilled in planning, developing, and executing product strategies, managing the product roadmap, and ensuring products meet customer needs and business goals.
- Capable of optimizing revenue through pricing strategies, sales forecasting, and financial analysis, making data-driven decisions based on market trends.
- Proficient in managing a portfolio of products or services to maximize profitability and market share, analysing performance, and making strategic adjustments.
- Skilled in understanding and meeting customer needs through effective communication, problem-solving, and service delivery, building customer loyalty and driving repeat business.
- Exceptional negotiation skills
- Skilled in data analytics, Sales Force Automation systems and dashboard reporting
Behavioural Competencies
- Lead and motivate teams to achieve organisational goals.
- Support the professional growth of employees through guidance and feedback.
- Demonstrate a commitment to enhancing processes and performance. Exhibit strong ability to develop detailed and effective plans.
- Maintains a high level of organisation in managing tasks and resources.
- Proficient in analysing complex data and information to make informed decisions.
- Strong understanding of business principles and practices, including financial management, marketing, and operations.
- Ability to negotiate terms, agreements, and contracts with clients, partners, and vendors.
- Demonstrate a deep commitment to understanding and meeting customer needs.
- Exhibit strong self-awareness and empathy, effectively managing personal emotions and understanding those of others.
- Utilise analytical skills to identify issues and develop effective solutions.
- Employ logical reasoning and critical analysis to evaluate information and make sound decisions.
- Encourage innovative ideas and approaches to improve products and processes.
- Continuously seeks new opportunities to enhance products and services. Make informed and timely decisions that align with the company’s strategic objectives.
- Communicate effectively with diverse audiences, ensuring clarity and understanding.
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