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 following positions below:

1.) Commercial Analytics & Insights Manager
2.) RTC Transformation Lead
3.) Commercial Capability Lead

Job Title: 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
Not Specified.

How to Apply
Interested and qualified candidates should:
Click here to apply online

Job Title: 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
Not Specified.

How to Apply
Interested and qualified candidates should:
Click here to apply online

Job Title: Commercial Capability Lead

Job Requisition ID: JR1103391
Location: Ikeja, Lagos
Job Type: Full-time

Job Description

• The role is responsible for capability build of internal Diageo and the 3rd party sales resources at Distributors or third party level
• 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.
• Training/facilitation 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.

Application Closing Date
Not Specified.

How to Apply
Interested and qualified candidates should:
Click here to apply online