Guinness Nigeria Plc is a major market for Diageo: Guinness
Nigeria operates in the unique and fast growing alcohol industry of over 15mhl
beer potential. It is the only company that does Total Beverage Alcohol (TBA)
in Nigeria. It’s an on trade dominated market but with a fast growing off trade
channel.
We are recruiting to fill the position below:
Job Title: Head,
Sales Operations
AutoReqId:
58012BR
Location: Lagos
Level: Senior
Management
Reports To:
Commercial Director
Context/Scope
GN is embarking on two major & linked business
transformations. Moving to TBA selling and exploding Spirits participation to
shape the TBA market in Nigeria.
This role is accountable for defining what is required to
have a competitive route to consumer and the accompanying capability standards
across the end-to-end sales function – Customer Marketing, Sales direct &
in-direct and Sales Operations- as well as leading a successful roll-out &
embedding of Sales Force Automation.
The role will also focus on robust target setting &
reporting – starts with one number and cascades through the organization,
generating business insights and maintaining the outlet universe database.
Purpose of the Role
The purpose of the Head, Sale Operations for Nigeria is to
define the Route to Consumer and unlock the potential in every commercial
person in the business in order to drive sustainable business performance.
The role supports functions essential to sales force
productivity. These include planning, reporting, target setting and management,
sales process optimization, sales training and sales program implementation.
Complexity
Nigeria is a “must win” market for Diageo – for Diageo to
win in beer globally, GNPlc must be winning in beer.
The business is moving from a beer focused to a beer &
spirits focused business – which introduces complexity for the sales teams
Top Accountabilities
Embed Sales Strategy
and Sales operations support Requirements that will ensure a competitive Route
to Consumer, market share growth and delivery of business targets; providing
the implementation plan and driving roll out through the Commercial Leadership
team
Build the right culture of discipline within the Sales
organization enabling the defined Field Sales Processes and Standards to be
fully embedded
Provide peer leadership to the Commercial Leadership team to
ensure full alignment and embedding of the defined sales process, standards and
measurement
Using available analytics to drive insight to gain
profitable TBA share
Embed the Commercial Capability Roadmap for GNPlc and 3rd
party partners (including distributors & wholesalers)
Qualifications and
Experience
12+ years in senior commercial roles within multinational companies
Proven track record of performance delivery, and leading
transformational change
Ability to influence senior stakeholders
Ability to orchestrate well both a local and global
organisation
Team player and team coach
Able to identify and understand both the employees and the
business needs and drive the necessary capability interventions
Needs to be able to translate strategy into execution
Continuous improvement mind-set
How to Apply
Interested and qualified candidates should click here to apply
Job Title: Head
of Commercial Strategy & Innovation
AutoReqId:
58009BR
Location: Lagos
Level: Senior
Management
Reports To: Head
of Customer Marketing
Context/Scope
In Innovation we are on a mission to create a Commercial
Innovation Machine, this role will be the key driver to achieving this mission,
ensuring that we have a consistency of approach and tools to launch &
sustain world class Innovation.
The role requires great commercial leadership skills, strong
influencing skills, resilience, and ability to move skilfully between strategy
and execution and above all, motivated, resourceful individuals with ability to
lead disruption through the business in a structured and constructive manner.
Purpose of the Role
Drive sales through winning customer propositions, strategic
planning and brilliant execution to deliver Sustainable Competitive advantage
for Guinness Nigeria by:
Flawless Execution: Manage and execute the commercial
calendar and orchestrate all activity ensuring we have effective promotions and
a winning mix of brand & category activity to drive business performance
Interpret data and lead insight generation as basis for
decision making across the business
Drive understanding of lift factors associated with
activities across the business
Take responsibility for the management of trade investment
across the Channel
Winning via Brilliant execution
Lead the business in the annual planning process and support
Head of CP&A in defining the cascade metrics
Complexity
The Nigerian market has shown inherent volatility over many
years with this trend expected to continue into the medium term. Managing market
volatility and the ambiguity that this drives in activity planning, budget
setting and activity management is an inherent part of the complexity in this
role.
Top Accountabilities
Innovation Pipeline
Management:
Lead the execution of the pipeline to deliver it on time,
ensuring launches fit within the overall priorities and the wider commercial
calendar of the business
In Market Commercial
Leadership:
Identify Innovations that need new (Route to Consumer) RTC
or significant changes to the current RTC and lead the business to set-up the
required RTC for launch.
Reshape the existing Sales force incentive plan to include
reward based on delivering Innovation KPI’s.
Project Commercial
Leadership:
Be the key commercial lead, driving alignment between the
innovation/marketing team and commercial teams.
Innovation
Performance Management and Intervention:
Influence the sales organisation to ensure the interventions
are prioritised and executed
Drive regular commercial M&E across all launches
ensuring clear communication and learnings’ sharing across the business.
Lead Commercial
Strategy and Standards:
Own the development/cascade and embedding of the Trade and
Category strategies
Develop fit for purpose Execution standards and Targets
Lead the use and analytics for all commercial systems.
Own Trade Asset management (POS,Fridges and other trade
assets)
Use customer strategies/category insights/shopper insight to
develop brilliant customer/consumer/Category Mechanizing standards.
Develop relevant commercial/execution policies and standards
Own the development and management (cycle planning) of the
full year activity calendar (One plan)
Qualifications and
Experience
Bachelor’s Degree (business related discipline an
advantage).
A successful track record of business delivery.
Minimum 8 years work experience in commercial with at least
3 in a leadership role. (Field Sales experience is a must).
Commercially astute; Strong understanding of key customers,
category, shoppers & channels.
Excellent relationship management, senior stakeholder
influence and interpersonal skills
Strong analytical capabilities
Self-starter with high levels of energy & commitment
How to Apply
Interested and qualified candidates should click here to apply
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