Guinness Nigeria Plc is the only company that does Total Beverage Alcohol (TBA) in Nigeria. Applications are invited from qualified candidates to fill the position below:
POSITION : Head, Sales Operations
Description
Guinness Nigeria Plc 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.
- 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
- Supports functions essential to sales force productivity. These include planning, reporting, target setting and management, sales process optimization, sales training and sales program implementation.
- Define the Route to Consumer and unlock the potential in every commercial person in the business in order to drive sustainable business performance.
Complexity
- The business is moving from a beer focused to a beer & spirits focused business – which introduces complexity for the sales teams
- Nigeria is a “must win” market for Diageo – for Diageo to win in beer globally, GNPlc must be winning in beer.
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
- 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
- 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
Sorry the application deadline for this job has elapsed
