Business Effectiveness Director

Today, Africa is a predominantly beer region and we will continue to grow beer fast. We also recognise an even greater opportunity in spirits and recently reorganised our business to put focus on transforming and accelerating spirits to double its current revenue through the Southern, West and Central Africa (SWC) organisation.

SWC covers more than 14 countries across Southern, Central and West Africa. It has a statutory presence in 7 countries, including two listed companies (Ghana and Seychelles) and one JV (Angola), and oversees manufacturing in four countries. It also manages partnerships to manufacture and distribute the Diageo portfolio across around 35 countries in Sub-Saharan Africa. It manages a full TBA portfolio: beer, RTDs (Ready-To-Drinks), local spirits, international spirits and top-end luxury spirits.

The countries' economies vary significantly and present different levels of opportunity and challenges for business growth as well as language diversity. There is a high level of volatility across the countries and fierce competition within the beer and spirits portfolio, given Africa has the largest vibrant and growing LPA -34 consumer base.

In the Diageo Africa context, the margin profile is attractive, with a higher focus on spirits and outsourcing of beer manufacturing. Our extensive and exciting brand portfolio serves consumers across diverse demographics and delivers against consumers' in-culture premiumisation experiences.

Our extensive and exciting brand portfolio serves consumers across diverse demographics and occasions and delivers against consumers' in-culture premiumisation experiences. It is also well-positioned to tap into future trends.

Distributor and creative partnerships, as are strategic choices regarding portfolio, production, logistics, and route to market, are critical for driving growth in this remit.

Given its scale and margin profile, SWC is critical for the success of Diageo in Africa. and there is also significant scope of business expansion - new territories, new categories and new routes to market.

The West and Central forms part of SWC and will drive growth through strategic and creative partnerships, the structure of which will vary depending on the opportunity the market presents and strategic choices on the portfolio, production, logistics and route to market.

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 along with partners. The role will also focus on robust target setting & reporting

The purpose of this role is to set the long & mid-term commercial transformation strategy for the W&C region. Deliver the commercial standards in market and ensure the sales organization is set up with world class capabilities to deliver Every Day Great Execution. The focus is on the commercial side of the business, but it also covers the overall Business Transformation of IBP, robust route to consumer strategy, building commercial capability of partner & Diageo .

The role is responsible to deliver the NSV and market share growth coming out of better outlet execution and simplification outcomes coming out of efficiency & capability improvement of our field sales teams, all linked to EDGE.

• Define the Sales Strategy and Sales operations support Requirements that will ensure a competitive Route to Consumer, EDGE, and ultimately deliver market share growth and delivery of business targets;
• 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
• Define, build and embed the Commercial Capability Roadmap for including 3rd party partners (including distributors & wholesalers)
• Deliver all elements of EDGE in market, from systems implementation (EDGE365) and execution reporting up to the right reward system & a world class capability plan, within budget.
• Develop and deliver an advanced route to consumer, setting us apart from competition.
• Lead change management of all commercial & business workstreams in market, incl. communication plans & capability interventions.
• Coach & inspire your Business Effectiveness team to deliver exceptional performance

The qualifications and experience you will bring:

• 10+ years of commercial experience and/or commercial transformation background (in market or regional)
• Proven track record in winning through execution and shaping the future through strategic thinking
• Strong stakeholder management, ability to influence and partner at senior level and experience in leading a successful team.
• Experience of change management and commercial strategy development.
• Has a proven ability to deliver results and drive transformation through the organization

The skills you will need:

• Shape the Future by creating a commercial transformation ambition and concrete EDGE plan to deliver this.
• Win Through Execution by leading the deployment of EDGE overall project and change with the in-market commercial leadership teams
• Act like an owner in demonstrating shared accountability for implementation and holding self and others to the highest standards
• Ability to influence and build credibility with senior stakeholders in market & in other teams (Global Sales, DBS)
• Build and coach a diverse team to unlock performance and growth
• Growth mindset; restless & agile; change agent

Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, where everyone feels valued and listened to, is a crucial part of this. We believe the most inclusive and diverse culture makes for a better business and a better world. We know that for our business to thrive and for Diageo to realise its ambition, we depend on having diverse talent with a range of backgrounds, skills and capabilities in each of the countries in which we operate and to reflect our broad consumer base.

Join us, and you'll be part of an organisation that embraces diversity in the broadest possible sense. This means that you'll be welcomed and celebrated for who you are just by being you. You'll be part of - and help build - an inclusive culture that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mindsets, and more. And you'll help us champion inclusion and diversity across our entire business: with our employees, our suppliers, across our brands, and within the communities in which we operate.

Client-provided location(s): Lagos, Nigeria

Job ID: Diageo-JR1101529

Employment Type: FULL_TIME

Posted: 2024-08-06T23:57:59