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.
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
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
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
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).