Latest Recruitment at Guinness Nigeria Plc

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
• Using available analytics to drive insight to gain profitable TBA share
• 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
• 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

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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
• Lead the business in the annual planning process and support Head of CP&A in defining the cascade metrics
• 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

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
• Develop relevant commercial/execution policies and standards
• Own the development and management (cycle planning) of the full year activity calendar (One plan)
• 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.

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