National Commercial Effectiveness Director at Diageo – Lagos
Diageo is the world’s leading premium drinks business with an outstanding collection of international
brands across spirits, wine and beer. Our global priority brand portfolio consists of Smirnoff, Johnnie Walker, Guinness, Baileys, J&B, Captain Morgan, Tanqueray and many more. Diageo trades in approximately 180 markets and employs over 25,000 talented people around the world. With offices in 80 countries, we also have manufacturing facilities across the globe including Great Britain, Ireland, United States, Canada, Spain, Italy, Africa, Latin America, Australia, India and the Caribbean. Our great range of brands and geographic spread means that people can celebrate with our products at every occasion no matter where they are in the world. This is why ‘celebrating life every day, everywhere’ is at the core of what we do
Job Title: National Commercial Effectiveness Director
Diageo – Lagos – Nigeria
Reports to: Commercial Director
Context/Scope:The Nigerian business is one of the largest single markets in Diageo Plc. The beer market in Nigeria has grown steadily over the last 20 years – however the market can be volatile year on year.
The key players in the brewing industry now have spare production capacity so it’s a very exciting period for the beer market as all players fight for share and the consumer has a level of choice and value that makes them the real winners.
Guinness Nigeria Plc has the right to win in the market, and is dependent upon strong consumer marketing partnered by a brilliant and progressive Route to Consumer (RtC) that truly unlocks the commercial opportunity. The RtC needs to be embedded with radical rigor in order to ensure brilliant execution in bar and for GNPlc to win at the moment of purchase and consumption.
The Sales Effectiveness Director is a key contributor to the success of GNPLC and is instrumental in ensuring the business has a competitive route to Consumer as defined by: “Getting to more of the right places, doing the right job, with the right skill set and in the most efficient way”.
Purpose of RoleTo guarantee that GNPlc has the most effective and sustainable Route to Consumer. This will incorporate both primary distribution as well as route to consumer. Output will be an optimized Route to Consumer that supports delivery of the 2017 strategic plan.
Top 3 Accountabilities
Route to Consumer
Define optimal Route to Consumer solutions in existing and new territories
Embed a defined route to consumer process that will ensure long term competitive advantage
Produce and manage detailed project plans for the change work-streams including resource requirements
Actively co-ordinate the resolution of major change management issues. Provide timely escalation of potential blocks to the project sponsor
Fully understand, articulate and drive awareness, understanding, ownership and commitment of the change at all levels – strategic, tactical and operational
Develop cost-effective change solutions (communication, training and organisation restructure).
Population of change management impact assessment (resulting from the project) on external and internal parties.
Actively manage stakeholder engagement from a programme perspective.
Qualifications and Experience Required
Graduate with 10 years commercial expertise gained across trade channels, Customer Management and Consumer/Customer Marketing.
Master’s degree or equivalent
High knowledge of Retailing and Wholesaling, strong commercial judgement, strategic customer management, negotiation skills.
Financially literate, understands and interprets financial data effectively.
Must be an influencer of people, able to rally people behind a cause, co-ordinate multi-cultural and multi-functional groups and create positive energy within the region.
Determination to make things happen in a complex environment, change management experience and proven ability to create consistency and efficiency across multiple businesses are key, as well as strong results and solutions orientation.
Working experience with Distributors, wholesalers, Retail Customers; ideally in different markets or Route to Market models
Project Management experience, with a successful track record of delivery against project KPI’s and timelines
Flexible Working options
Based in HQ but expected to spend a minimum of 30-50% of the time in Field
How to Apply