Job Opportunities at Diageo - 2 Positions

Job description

AutoReqId

60372BR

Reports To

Divisional Sales Manager

Context/Scope

EABL operates within a multi-cultural, multinational environment. EABL comprises four business units: KBL, EAML, CGI and UBL. KBL is further categorised into Demand and Supply. The Supply business is involved in the production and primary logistics of beer and spirits. The Demand business is involved in marketing and route to consumers.

This role is located within the Demand Sales business. The ABDM role will be critical to the overall KBL short, medium and long term strategy in developing and driving our trade & distribution strategy as well as operational excellence in achieving 100% distribution effectiveness and efficiency through our evolving RtC model. The average ABDM looks after 3-4 distributor accounts and 2/3 Customer Relationship Representatives and is responsible for managing and developing profitable brand and volume growth within nominated distribution. The role is 90% field based in regions, with long periods unsupervised and extensive travelling required. The job holder is expected to be away from home overnight on many occasions and will be under intensive pressure with constant demands from distributors and retail customers. The ABDM works closely with 1st line sales Representative (TMR,TDR,DSR), and the Divisional Sales Manager.

Dimensions

Financial

Area Operations budget

Company Assets: Vehicle, Fridges, Marketing Collateral etc

Promotion implementation expenditure within budget

Market Complexity

KBL operates in a very competitive environment that has seen the entrance of new players in the total alcohol category. This necessitates the need for a pro-active business approach. An advantaged national distribution network within the Kenyan alcohol market is key to maintaining KBLs competitive advantage and delivering of both volume growth and market share.

Changing macros driven by competition for limited disposable incomes and the opening up of economic trading blocs allowing in flow of products from other markets. Consumers are also becoming more discerning demanding better value for money at the bottom end and uncompromised quality at the top. This requires proactive selling to maximise company market share. Trade is evolving and being more sophisticated especially at retail level.

Leadership Responsibilities

The job holder is required to motivate, coach and develop his sales team as well as manage the Area P&L while successfully managing relationships with his key partners and assets the distributors.

Purpose Of Role

To positively influence sales of KBL brands by regular contact, networking and motivation of allocated distributor accounts. To ensure the sales team under them is delivering an optimized brand portfolio of both beer and spirits in each outlet across the Area s/he is managing.

Accountabilities

• Develop and sustain amazing relationships with our distributors
• Develop and drive joint strategic plans with distributors and have direct performance and P&L responsibility for distributor businesses
• Maintain strong focus on working with distributors to develop sales capability within their organizations.
• Ensure focus and implementation of fit for purpose trade coverage plans for the area

Qualification

Business related degree

Experience

3 years experience in a similar role

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Job description

AutoReqId 60373BR

Context/Scope:

Guinness Ghana Breweries Limited (GGBL) is a leading brewer and marketer of premium alcoholic and malt drinks in Ghana. GGBL operates from two sites in five drinks categories: Beer, RTD, Malt and Mainstream Spirits as well as the distribution of Premium Spirits.

Guinness Ghana is Ghana’s leading Beverage Business

Financial

F18 AOP NSV and TP are GBP 117.3m and GBP 10m respectively

Market Complexity

Ghana is a multi-brand market operating in a volatile economic environment. The market has responsibility for both the Demand and Supply functions. The listing on the local Stock exchange brings added complexity. Uses SAP SBM with the Africa Shared Service Centre (ABSC), based in Kenya, supporting the RTR and PTP business functions.

Leadership Responsibilities

• Stands for what he/she feels is right and important, whatever is the audience. Builds and sustains trust with others through real relationships. Demonstrates the kind of personal integrity that inspires others. Shows commitment to outstanding team work.
• Think in the future, anticipate trends and opportunities. Bring possibilities to life, demonstrating the ability to move from ideas to action. Is imaginative in finding solutions to issues and pursuing opportunities for the business.
• Understands the Diageo Purpose and bring it to life. Values the differences in people, treating everyone with respect and dignity.
• Is focused on priorities – demonstrate rigour and brilliant execution. Has a positive outlook, channelling his/her energy into finding opportunities and solutions even in times of uncertainty and ambiguity.
• Has humility; is open to learning and ideas from others. Demonstrates self-awareness. Is committed to grow his / her own capability and experience

Purpose Of Role

A key support role to the Finance Controller. Key role in driving market compliance on BFC reporting, including productivity and the highest standards of planning, reporting and process management.

Top Accountabilities

• Coordinate AOP planning process – taking in to the input from the market commercial finance team on volumes and NSV, input from Supply on COGS and pulling the rest of the P&L including A&P, OH, OIE. Prepare schedules, slides as required to support the FC and FD on the above market conversations.
• Manage/co-ordinate all pieces/functions supporting the plan for reporting into BFC - Vol, NSV, COGS, A&P, Overheads, OIE, Cash and BS. Ensure accurate and timely submission.
• Prepare R&O files/schedules for discussion with FD around each P&L lines including Volume and NSV. Lead the WD1 and WD2 calls with FC and FD pulling inputs on actual and Outlook from all the team
• Lead and own the monthly R&O process, coordinating and holding other departments to account. Ensure accurate and timely submission of BFC requirements - P&L, Shipments,
• Depletions and Cash and of ARM offline templates as part of R&O requirements.
• Prepare local BPM pack including - VPM's, NSV rates and analysis etc. for FC and FD's use on performance calls. Lead on Micro strategy roll-out for the market.
• Track and report on a daily basis volume and NSV performance of the business relative to AOP and S&OP. Send on a weekly basis Depletions performance of the business to the leadership team for review.
• Support/prepare finance input into Exec Meetings, S&OP, Town Hall meetings and any other required presentations.

Qualifications

Tertiary degree level/ MBA

Experience

• In market knowledge – understands and relates to sales and marketing terminology and key performance drivers
• Conceptual, problem solving/analytical skills
• Good experience of relationship building