|May 12, 2015
|National Commercial Effectiveness Director at Guinness Nigeria Plc
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
Purpose of Role
To 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
1. 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
2. Project Management
- Produce and manage
detailed project plans for the change work-streams including resource
- Actively co-ordinate the
resolution of major change management issues. Provide timely escalation of
potential blocks to the project sponsor
3. Change Management
- 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
- Actively manage
stakeholder engagement from a programme perspective.
- Graduate with 10 years
commercial expertise gained across trade channels, Customer Management and
- Master’s degree or
- 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
Year of Experience