RTC Financial Services Manager at Diageo

Overview

The Diageo Sales vision is to become the best performing most trusted and respected Consumer Packaged Goods company in the world and in every market we operate. Our goal is to be ‘winning at the moment of choice’, winning big and beating the competition. This along with putting the consumer at the heart of everything we do, will deliver sustained, mutual growth for our brands, categories, customers, and partners.

The RTC Development Manager role is critical in delivering this vision with specific focus to Spirits and Route to Consumer Development in the Kenyan market.

Market Complexity:

KBL operates in a very driven environment that has seen the entrance of new players in the total alcohol category. Market situation is changing rapidly due to the economic situation, declining disposable incomes and opening of the economic trading blocs allowing in-flow of products from other markets. Consumers are becoming more sophisticated. This necessitates the need for pro-active business approach especially in management of total portfolio. The nature of competition is sophisticated with established players operating within a market that has regulatory challenges. The RTM chain is long, uncontrolled, and driven with margins being key deciding factor for listing. In some channels, the RTM is not well defined and needs to be developed to reach the consumer.

The KBL mission is to grow Total Business Alcohol market share by growing spirits from 47% to 70% by 2022 whilst protecting beer share currently at 97% volume share of market. There is thus needed to prioritize transformation. The national distribution structure within the Kenyan alcohol market is key to KBLs spirits delivery of both volume growth and market share.

Leadership Responsibilities:

• Be authentic: consistency in own behavior, treat others fairly, show courage in the face of feedback, adapt to changing business needs and work with integrity:
• Consistently deliver great performance EDGE: be willed to take action, set priorities, work towards results, and create collaborative relationships
• Connect to the Diageo purpose: reinforce the Diageo values, generate excitement and passion about our brands and take personal responsibility for brand quality
• Find solutions: creativity & decision quality, problem solving & process management and demonstrates commercial competence
• Grow yourself builds self-awareness and listens, learns from both experiences of success and failure, constantly works for self-improvement, and proactively seeks feedback from others.

Purpose of Role:

• To drive RtC strategy across KBL value chain by building a world class route to consumer financial support system to the distributors and retailers.
• Initiate sign-off and Approval of Distributor Trade terms as well as Retail Trade terms for strategic accounts that deliver top line NSV growth for the business.
• To develop in consultation with the Head of RTC and Commercial Finance relevant performance-based distributor Incentives aligned to Gold Standard
• Drive partnerships with Retail Finance Service providers; for working capital solutions to increase distribution opportunity at Retail and minimize OOS in trade
• To Maintain relationships with Banks and Financial Institutions in providing structured Working Capital Solutions with distributors.
• To guide on appropriate Working Capital Structure for distributors that will guarantee delivery of the distributor performance ambition.
• Partner with providers of Asset Financing institutions and provide accessible solutions for distributors to access much needed distribution infrastructure.
• To engage and partner with various stakeholder for discounted solutions to handle distribution expenditure lines-fleet fuel, Insurance, interest rates for loans among others.
• To review and provide guidance on appropriate distributor ERP solutions & super user training and refresher needs so as to improve on their overall financial reporting capabilities.
• Distribution Markets profitability modelling to support the RTC Development Managers and respective divisional sales leadership teams on decisions that will improve the economic viability of the distribution markets.
• Offer end-to-end administrative support in distributor recruitment-Advertisement, Shortlisting, Interview process, Communication to successful candidates, Implementing the Know Your Customer process, robust onboarding programme for new distribution partners.
• Oversight on the distributor cashless solutions to ensure right Till Mapping, discipline in cash to terms through governance on Till Mapping to the requisite Distributor Finance Scheme accounts
• Support distributor account management teams and distributor Finance Managers on customized training on financial literacy in running a Diageo Distribution Operation.
• Deliver breakthrough business performance through influencing and working with others that handle distributors.

Accountabilities

• Sizing up the Net revenue Management opportunity in a bid to drive a mix that positively impacts on the profitability of the business
• To guarantee Well Capitalized distributor partners with the right balance between Equity and debt.
• Support distributors in speedy processing of collateral in form of Bank Guarantees. In addition, follow through for timely processing of all other financing solutions for distributors working closely with bank relationship managers and head of credit risk.
• Effective ERP solutions for distributors
• Market profitability modelling to attract right investors and advise business decisions to grow profitability for distributors whilst guaranteeing attractive gross margins
• Reviewing distributor performance on Distributor Management System to gain insights and target impactful activities with desired Return on Investment (ROI)
• Lead the regional business P&L by driving category growth and mix
• Drive contact with regional KBL distributors and top spirits wholesalers. Holds regular business reviews with key distributors focusing on growth drivers as stipulated in the gold standards.
• Develop and implement a Capability training program for the Distributor Leadership Team on, Finance, HR, Supply & IS.
• To initiate and take leadership in implementing motivating incentives to the distributor teams to support new route to market for spirits to deliver exceptional results for spirits.
• To build productive working relationships with customers (Internal and external) and regional field sales team
• Collect and analyze data on prevailing market trading terms, analyze retail audit data to grow Numeric distribution, implement tactical and strategic plans to beat competition.

Qualifications and Experience Required:

Qualifications

• A Bachelor’s degree in Finance or Accounting
• Professional Qualifications in Finance, Accounting or Banking-CPA, ACCA

Experience

• At least 5-8 years in providing financial solutions for distributors in FMCG.
• Experience working with Banks of Financial Institutions will be an added advantage.
• Excellent understanding of distributor working Capital Structure.
• High cognitive ability, Deep Analytical and critical thinking skills

Functional Knowledge & Skills

• Trade Financing
• Working Capital Structure and Effective WC Management
• P&L understanding and Cash flow management.
• Logistics/ supply chain management
• Distributor Account and Relationship management
• Trade Incentive formulation

Managerial & Interpersonal Skills

• Collaborative working and effective engagement of stakeholders.
• Creating and maintaining relationships with clients, external suppliers, and commercial partners
• Effective communication and presentation
• Negotiation and influencing
• Project management

Key Success Factors

The most important metrics by which successful performance will be judged are:

• Timely support to distributor account management teams to address Financing gaps
• Ability to deliver on timelines on committed Working Capital solutions.
• Distributor support schemes on asset Financing, Insurance, ERPs
• Retail WC Support Schemes that impact on numeric availability across the country
• Well capitalized distributor partners.
• Return on Invested Capital-minimum 30%

Additionally, shares accountabilities with others in terms of:

• Sales volume
• Market share
• Portfolio financials (e.g., P&L, margin)