Title:  Commercial Business Controller

We Go Places! How about you?

Location: Kiambu
Function: Finance
Sub Function: Finance - Other Support
Type of Contract: Permanent
Closing Date: 09-04-2025

Join KWAL and be a part of something bigger, as we accelerate excellence as a proud member of the HEINEKEN global family.  While we unlock new opportunities and shape the next chapter of our journey, KWAL is embedding a high-performing, agile business driven by innovation and purpose. If you're energized by transformation and inspired to make a meaningful difference, this is your moment to lead change and grow with a business that’s going places – fast!

Job Purpose

This position is responsible for liaison and trusted financial advisory to the Commercial Function in supporting the sustainable strategic growth of the business through the provision of various financial analysis to aid in decision making.

Main Responsibilities

Financial Planning

• Collaborate with the Commercial Director to prepare the 3 year financial plan and annual budgets
• Collaborate with the Revenue Growth Manager to review phasing of Commercial Expense lines, mainly OPEX
• Provide strategic insights and recommendations to optimise financial performance and support the Company’s long-term goals
• Assist in the preparation of annual budgets and periodic forecasts to guide business planning.
   

Cost Control

• Collaborate with the Commercial Director to develop, monitor, and control all commercial budgets, providing detailed variance analysis and recommending short- and long-term remedial interventions
• Contribute to budgeting and forecasting processes by challenging cost and revenue drivers in sales meetings, and offering suggestions to enhance business performance
• Foster financial awareness and drive a cost-conscious culture within the Commercial team
• Work closely with the Commercial Director to ensure delivery of expenses against set target for all Commercial cost lines such as DVC (Sale Deductions), Advertisement and Promotion, and OPEX monthly
• Review and approve business cases presented by the Sales and Marketing team on a monthly or quarterly basis
• Review and approve staff expense claims
• Prepare, review and approve Distributor and Key Account customer claims
• Approve Cash Advances (Imprest) and Travel Clearance for the Commercial Team
• Analyse and provide strategic guidance on credit limits for key accounts and distributors, ensuring business growth while minimising risk exposure for KWAL

Financial Reporting and Analysis

• Collaborate with the Commercial team to manage pricing and product costs through detailed margin analysis, identifying acceptable margins and developing strategies to achieve them
• Take direct responsibility for revenue generation within the sales and distribution function through thorough analysis, acting as a liaison between the sales and distribution departments and the overall finance department
• Partner with the Marketing Manager to develop robust business cases, ensuring alignment with strategic goals
• Collaborate with the Commercial team to collate competitor pricing and perform pricing analysis
• Prepare and record accruals and provisions in Syspro for DVC, A&P and OPEX expenses
• Review monthly Commercial GLs to ensure accuracy of recording of expenses.
• Collaborate closely with the Commercial Team to develop presentation dashboards giving insight into the investment on brands
   

Trade & Marketing Activities

• Develop, recommend, and manage customer and distributor promotional and incentive schemes from a financial perspective to achieve organisational objectives
• Collaborate with the Marketing team to create activity plans, ensuring that marketing activities align with investment targets and agreed cycle plans
• Provide guidance in developing financial business cases for all commercial investment projects, oversee the monitoring of benefits by gathering data and calculating costs, benefits, and returns
• Partner with the Sales team to craft profit stories, proactively ensuring the delivery of a profitable brand mix in line with business objectives
   

Continuous process improvement mindset

• Adopt and drive a Continuous Improvement culture and identify possibilities for further improvements on key performance indicators.
• Facilitate innovation and continuous improvement in supply chain
   

Stakeholder management

• Collaborate with the Brand Manager to review opportunities to optimise brand investment to deliver Return on Investment
• Participate in the Commercial Leadership Forums
• Collaborate with the Commercial Director and Commercial Functional Heads to optimise on operation efficiencies with an aim to develop a cost-conscious culture
• Set up of offer in the ERP System – Syspro
• Process free issue stocks on Syspro requested by Sales Engage and communicate effectively with colleagues, customers, suppliers, and other internal and external stakeholders
   

Minimum Required Qualifications, Knowledge and Experience

Academic Qualifications

• Bachelor’s degree in Accounting, Finance, Business Administration or related field 
• Master’s degree in Accounting, Finance, Business Administration or related field is an added advantage 

 
Professional Qualifications

• Professional qualification in Finance or Accounting such as Certified Financial Analyst (CFA), Certified Public Accountant of Kenya (CPA-K) or equivalent 
• Professional membership with a professional body such Institute of Certified Public Accountant (ICPAK), Association of Chartered Certified Accountant (ACCA) or equivalent

Experience 

• At least 6 years, 2 years’ experience in management role in a similar role or busy function
• Experience in senior financial planning / senior commercial finance role function in FMCG industry or manufacturing is an added advantage
• Practical experience in the use of MS packages and ERP systems
• A good grasp in investment and portfolio management

Competencies

Technical Competencies

• Demonstrates a strong analytical approach to problem solving that generates cost-effective and commercially viable solutions taking into consideration company targets.
• Demonstrates an accurate and structured approach to meeting goals /KPIs.
• Comprehensive knowledge of cash flow management and its impact on overall business performance 
• Demonstrate a thorough understanding of accounting standards and principles, ensuring compliance with regulatory requirements and accurate financial reporting
• Proficient in using Enterprise Resource Planning (ERP) systems to streamline financial processes, enhance data accuracy, and improve overall efficiency
• Capable of preparing and presenting financial reports, providing insights and recommendations to support decision-making and strategic planning
• Demonstrate the ability to identify, assess, and mitigate financial risks, ensuring the organisation’s stability and compliance with regulatory requirements
• Skilled in analysing business data, identifying trends, and providing actionable insights to drive business performance and strategic initiatives
• Proficient in managing relationships with internal and external stakeholders, ensuring effective communication and collaboration to achieve business objectives
• Skilled in managing tax compliance, planning, and reporting, ensuring the organisation meets its tax obligations and optimises tax efficiency
• Demonstrate the ability to collaborate with various business units, providing financial insights and support to drive strategic initiatives and achieve business goals

Behavioural Competencies

• Proficient in analysing complex data and information to make informed decisions. This includes identifying patterns, evaluating options, and developing solutions to improve business processes and outcomes
• Lead and motivate teams to achieve organisational goals. This involves providing clear direction, support, and development opportunities to ensure team members are engaged and productive
• Make informed and timely decisions that align with the company’s strategic objectives. This includes balancing short-term needs with long-term goals and considering the impact on all stakeholders
• Support the professional growth of employees through guidance and feedback. This involves sharing knowledge and expertise to help others reach their full potential
• Communicate effectively with diverse audiences, ensuring clarity and understanding. This includes using appropriate channels and styles to convey messages and actively listening to feedback
• Effectively manages relationships with internal and external stakeholders, including employees, customers, suppliers, and regulatory bodies. This involves understanding their needs, addressing concerns, and ensuring effective communication and collaboration
• Ability to negotiate terms, agreements, and contracts with clients, partners, and vendors. This involves understanding the needs and goals of all parties, resolving conflicts, finding mutually beneficial solutions, and maintaining positive relationships throughout the negotiation process
   

Kenya Wine Agencies Limited (KWAL) was incorporated in 1969 and over the years KWAL has become a leading East African beverage champion in the manufacturing, exporting and importation of a wide range of alcoholic and non-alcoholic beverages. KWAL is a HEINEKEN OpCo.