Head, Modern Trade & Ecommerce at Guinness Nigeria Plc

Reference No.: JR1050508

Details
Sales:

• At Diageo, we do Sales differently. We are the leading beverage alcohol company in every region of the world, boasting internationally-recognized brands such as Baileys, Guinness, Smirnoff, and Johnnie Walker. This is your opportunity to create new ways to share and celebrate our truly iconic products across the globe!
• We offer a perfect blend of local and global roles, covering everything from digital to customer service, our immersive store experiences to international operations. Wherever you are, you’ll need to be able to forge lasting relationships, bring commitment and energy to improve our performance, and a genuine entrepreneurial spirit in tune with our company’s proud legacy.
• At Diageo, character is everything; so, if you share our sense of adventure, you’ll have the chance to learn a huge range of skills & disciplines and build an exceptional career with us.

About the Role

• GNPLC is a major market for Diageo and has historically been involved in the sale and manufacture of beer, Lager, RTDs and Malt drinks. The Nigerian drinks market is relatively unsophisticated, but highly dynamic. The concentration of purchasing power amongst national accounts on off-trade follows the global trend resulting in ever-increasing pressure on pricing, profitability and service.
• Nigeria represents the greatest spirits growth opportunity available on the continent and Guinness Nigeria has expanded its operations and portfolio of brands by venturing into the marketing and sales of Diageo’s already existing rich Spirit brands as well as mainstream spirits. 
• In this context, Modern trade refers to and includes mastering levers of value creation and margin enhancement - On and Off Trade- in selecting strategies from growth to execution. Together with Ecommerce, which represents a new and growing opportunity, must be exploited in service of our portfolio aimed at developing bold Diageo Direct-to-Consumer operations.

Your Role

• Accountable for direct Diageo beer and indirect/direct spirits. Ensure that Key Accounts are serving to build our brands and managed with great personal relationship, outstanding 12 months activity plans with impeccable execution and solid commercial PR plans.
• Accountable for Diageo Share performance in own accounts and across all key accounts and deliver Budgeted volumes by account.
• Achieve agreed volume, distribution, quality and visibility targets by customer. Ensure brilliant partnerships with agencies and other stakeholders to deliver breakthrough content and execution, accelerate Ecommerce agenda and build strong and lasting relationships.
• Sell-in category strategies and category management principles and agree priorities and plans for execution in outlet to maximise visibility of Diageo brands and ensure that volume, distribution, and quality and visibility objectives are achieved.
• Develop a bold Diageo Direct-to-Consumer operation to accelerate a dynamic B2B Ecommerce
• Operation focused channels outside Diageo current distribution route.
• Leverage Diageo and customer analytics to track and report market intelligence for better informed decisions.

Experience and Education Required

• Minimum 10 years Sales & Customer Marketing experience
• HND/University Degree
• A strong track record in Sales, preferably in selling either within or outside the Beverage industry. Particularly critical is previous experience of account management or other customer facing roles.
• A strong and broad track record in Commercial with experience of leading strategic planning with customers and P&L / financial data accountability.
• Good track record with translating strategy into action.
• Influencing and interpersonal skills.
• Excellent communication and interpersonal skills.