Company Info
Large organization
200 + Employees
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.
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.
1). Commercial Analytics & Insights Manager
Job Requisition ID: JR1103390
Location: Ikeja, Lagos
Job Type: Full time
Job Description
- The role is responsible for driving great insights through execution reporting to ensure quicker decisions are made, managing performance from a total Business perspective all the way down to store level and driving accountability at all levels.
- The role holder will be the point of contact for Sales Operations to drive the correct execution standards by Channel as well as the key contact to CP&A to ensure tracking elements are briefed on time and objectives are measured as agreed upon and signed off.
- The role holder will also drive correct level of Reporting, focusing on exceptions, to ensure gaps are identified and closed to drive business NSV.
Other Key Accountabilities
Sales Systems & Data Management:
- Collaborate with the Sales Team and Data Specialists to integrate, develop and implement systems solutions to increase commercial results through improved KPI measurement and reporting and business processing capability.
- Create and updates the SFA system with all the approved activities for execution by the sales team
- Defines the structure of any additional data sets required to complete analysis of a given business problem, collects and cleanses the data for analysis
- Support with data quality assurance and data cleansing of existing data sets for analysis
- Develop business cases on any additional enhancements that are not within the current system capabilities
Drive Insights from Gap analysis measures:
- Build actionable insights from outlet execution reports and be fully accountable to develop exception reporting, highlighting gaps and identifying opportunities, risks and recommending an action plan to close the gaps.
- Develop Data measurement comparison reporting that highlight if there is improvement on executions and implementation of plans during specific periods of the year/month.
- Ensure consistency in reporting and actionable execution plans by channel and segment.
- Develop streamlined processes by recommending standards and procedures resulting in improved efficiencies and increased accuracy.
- Identifying and understanding performance trends, assessing performance against targets and highlights opportunities.
- Process and analyze large datasets, producing clear findings and recommendations.
Systems reporting and analysis to facilitate strategic growth:
- Facilitate alignment of business strategy with customer strategy
- Analyse operational intelligence to ensure accuracy and provide meaning and trends.
- Generate and analyse reports and provide feedback on reporting when necessary.
- Explore and identify new business opportunities and make recommendations for action.
- Provide monthly reports on key KPI’s being tracked by the Sales team, highlighting areas of concern and opportunity.
- Align reports to business objectives.
- Collaborate with Capability Manager to develop relevant training materials (assist in training where required)
- Customer Market and KAM team – align to Global training.
Facilitate operational excellence:
- Understand the expectations of stakeholders.
- Monitor and measure operational activities and key outputs.
- Supporting Execution activity by providing Insights for trade team
- Supporting the team with National or Quarterly Dashboards
- Provide support to KAM and Divisional Teams
- Engage with sales operational team to facilitate and support achievement of excellence.
- Ensure the integrity of data.
- Work with Commercial MD lead to align data across all Platforms
- Trax insights and Pricing
- 3rd Party capability audit
- Identify projects to streamline areas for improvement.
Compliance:
- Familiarize and comply with applicable procurement agreements, licenses, legislation, regulatory policies, internal policies, and procedures, etc.
Experience, Qualifications and Leadership
- Commercial Graduate Degree Qualification – Business Related
- Experience in Commercial (Minimum 2-3 years) working in sales and or customer marketing is a prerequisite.
- Basic experience in Planning functions (minimum 1-2 years)
- Work within a virtual team, cross-functionally and with a high sense of initiative and ownership, being self-sufficient and independent.
- Category and competitor knowledge
- Basic understanding of our industry, the channels our products are sold, in-store requirements and account specific marketing.
- Familiarity with market measurement data and interpretation into actionable insights
- Project Management Expertise
- Build collaborative and influential relationships with peers in Commercial.
- Strong analytical skills, systems aptitude, and data-handling expertise
Key Skills:
- Commercial Acumen with keen learning mindset
- High cognitive ability
- Facilitate operational simplicity, enabling decisions to be made, aligned to and executed swiftly.
- Dealing with day-to-day ambiguity & problem-solving ability
- Proven commercial acumen with strong focus on financial acumen and analytical skills, with the ability to translate into actionable insights.
- Good analytical skills and a high attention to detail
- Need to be flexible, entrepreneurial, and ability to work with multiple stakeholders.
- Excellent communication skills (written and verbal)
- Excellent planning skills
- Good Decision Quality
Application Closing Date
4th October, 2024.
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2). RTC Transformation Lead
Job Requisition ID: JR1103387
Location: Ikeja, Lagos
Job Type: Full time
Job Description
The RTC Transformation Lead will define and embed the Route to Consumer transformational requirements within the region; this will include the following functional areas:
- Determine the vision, strategy required and mode of execution to develop the Best-in-Class practices that ensure that Diageo achieves its vision. The ideal Distributor is one that can run as a financially capable, independent and fully operational Distributor; with a proper organisation set up and right manpower.
- Commercial (including but not limited to the following work-streams: field sales, key account, distributor management, retail outlet service levels, trade terms, innovation, key relationships with key enabling stakeholders, contract management for key partnerships).
- Logistics (including defining the Distribution requirements and structure, like warehousing, logistics processes, route coverage, cost-to-serve- model, and inventory model),
- Customer Service (including Case fill rate and Order fill rate, Order to Cash processes, Replenishment Programs, customer inventory management processes, order management and customer collaboration programs),
- Finance (including Cost to Serve analysis, investment modelling for supply & commercial, and ensuring a transformational solution for working capital constraints thru the full chain – retailer, distributor, wholesaler, Diageo, Profit and Loss modelling across markets, Cash-flow management, financing schemes for distribution infrastructure) as well as the supporting technology to enable trading-Automation platform that supports in-field execution (EDGE), eB2B, eB2C to enable e-commerce solutions.
- Lead a senior cross-functional team that includes Commercial, Logistics, Customer Service, Finance, and Technology/Automation during all stages of the Route to Consumer transformation: Diagnosis, Design, Pilot and Implementation
- Facilitate the development of the route-to-consumer model for the region, initiate plans and initiatives to accelerate growth in existing whilst also proactively tapping into emerging channels
- Accountable for the implementation of the RtC transformation and supporting toolkits; for example, Field Sales Process, Working Capital solutions,
- Responsible for delivering the Route to Consumer KPIs, which will be defined during the RtC design phase.
- Ensure that the RTC functional leads, and workstream leads are fully operational and delivering the project KPIs.
- Utilize best practice toolkits against all workstreams to define the prescribed process & KPIs for the market. Toolkits to include: Field Sales Process, Key Account Process, Distributor & Wholesaler Process, Innovation Process, Logistics Process, Target Setting & Reporting
- Develop and Implement distribution partner RTM Playbook to drive consistent world-class distribution partner standards in order to drive consistent revenue growth. This will include development and implementation of word-class distribution partner trade terms and incentive plans across markets.
- Reviewing distribution partner performance on automation platform to gain insights and target impactful activities with desired Return on Investment (ROI)
- Own the Diageo’s in-market business P&L by driving category growth and mix
- Develop and implement a Capability training program for the Distributor Leadership Team on Commercial, Finance, HR, Supply & IS.
- To initiate and take leadership in implementing motivating incentives to the distributor teams to support new route to market for spirits to deliver exceptional results for spirits.
- To build productive working relationships with customers (Internal and external, Diageo and 3rd Party) and in-market field sales teams.
Qualifications, Experience and Leadership
- 7 years of Management experience with a proven track record of delivering results;
- Cross-functional management experience
- Experience with various RTC models, both supply and commercial.
- Strong commercial acumen and proven ability to generate insights from data sources
- Experience implementing a change program or transforming a business model
- Strong experience and knowledge in Distributor Management, Sales Management, Logistics, Customer Service, Diageo Way of Selling, Key Accounts, and S&OP.
- Experience with various routes to market
- Strong customer P&L understanding and appreciation of working Capital structure and drivers of profitability.
- High level of business acumen and project management across functions
- Needs to be a recognised functional expert within the business
- Proven ability to influence stakeholders across functions and levels as this role must work with existing teams and external resources and must be able to influence senior levels.
- Pragmatic approach to implementation of concepts and problem-solving skills
- Ability to lead and supervise virtual teams and work under tight deadlines across functions.
- Strong Stakeholder and Relationship Management experience to drive compelling Win-Win business propositions.
Application Closing Date
4th October, 2024.
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3). Commercial Capability Lead
Job Requisition ID: JR1103391
Location: Ikeja, Lagos
Job Type: Full time
Job Description
The role is responsible for capability building of internal Diageo and the 3rd party sales resources at Distributors or third party level. He / She will:
- Develop a holistic capability vision and strategy that underpins an advantaged Route to Consumers in West and Central
- Inspire the commercial organisation around the capability vision for W&C and ensure the sales leaders drive and implement the plan and target improvements required
- Develop & align the W&C Commercial Leadership team around the annual Commercial Capability Programme that creates focus and a step changed performance against the capability roadmap
- Partner with Global and engage externally with subject matter experts to ensure that all solutions are “fit for purpose” for the W&C market and RTC model; content areas will focus on License to Sell, License to Coach, Distributor development, and Leadership development.
- Train / facilitate support, predominantly ‘train the trainer’ model
Experience, Qualifications and Leadership
- 12+ years in senior commercial roles within multinational companies including field sales and commercial capability
- Strong commercial experience and skills around building capability and developing commercial teams – passionate about building high performing teams & can clearly articulate what a strategy into great execution looks like
- Ability to move between strategic thought leadership and operation/project delivery detail as well as an ability to manage and influence a range of in-country and regional stakeholders
- An individual who understands how to get things done has the ability to influence across a broad network of the organisation – there is some ‘thinking’ involved’ but much of this will be about simply ‘decide’ and ‘act’
- Proven track record of performance delivery, and leading transformational change
- 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
- Ability to move between strategic thought leadership and operation/project delivery detail, as well as an ability to manage and influence a range of local and global stakeholders.
Dead4th October, 2024.
How to Apply: Interested and qualified candidates should use the links below to apply: