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
go to method of application »
Use the link(s) below to apply on company website.
Apply via :
