Partner and Emerging Markets is a new business unit within Diageo Africa. It is focused on driving significant business growth and transformation outside our established in market companies. It covers 27 countries (across West, Central & South Africa) with a total population of over 230M and where our current business includes partnerships with local beer producers (predominantly BGI) and International Premium spirits agents/distributors.
The focus of the business unit will be to build new businesses, initially in Cote d’Ivoire and Angola and to manage and evolve our existing partnerships. In doing this we will look to enter the mainstream spirits market with local production through new partnerships. This is a highly entrepreneurial business unit, operating across a broad and diverse set of geographies. The environment dynamic and the agenda is exciting and ambitious with a number of strategic choices to be made from portfolio, to production, route to market and partnerships.
The PEM business unit will be the main platform for managing “new business” initiatives and pan-Africa projects.
The role of Commercial Finance & NRM Analyst will report to the PEM Head of Commercial Finance/NRM/Business Development and will be based in Douala Cameroon.
Partner and emerging markets covers 27 diverse countries where Diageo has limited if any presence on the ground. Developing new RTMs and portfolios will require a different approach, leadership and capability set to the other business units of Africa. The countries’ economies vary significantly and present different levels of opportunity for business growth. There is a high level of volatility across the countries. These factors create complexity in driving the agenda.
Within beer our partnership with BGI across 11 countries is long standing but presents a degree of challenge with Diageo’s growth constrained.
We also have partnerships with Heineken in Sierra Leone and Congo Brazzaville and with an independent brewer in Liberia.
Whilst being profit responsible for the existing business of each fiscal year – the strategic measure of performance of this business unit will be the achievement of breakthrough growth through New Business Development.
Sales Operations budgetT&E
The role holder would be required to demonstrate Diageo leadership Capabilities:
·Win through execution
Act like owners of Diageo by holding self and others to account for highest standards.Demand brilliant execution to ensure we always win at the point of purchase.Shape the futureInsist on sufficient data and insights that quickly move us to action.·Inspire through purpose
Celebrate frequently the impact of living our purpose.·Invest in talent
Instil agility and resilience in the team
PURPOSE OF THE ROLE
CARM principlesFollow up the credit risk analysis with the Field Sales Managers in collaboration with the credit control teamworld class customer relationship (internal and external)World class distribution rit (availability and efficient dispatch) with a sales team that is 100% TBB focusedThis implies that an efficient, effective and up-to-date section is in place to:Provide operational leadership for the production and sales organization, and thePEM’s route to market strategy.Build robust and relevant sales control and forecasting strategyLead and ensure a strong control and compliance framework for the Director ofSales and distribution sales contribution by SKU and territoryTherefore, achieving this role is all about:Optimize and create possibilities for efficient distributors replenishment in the context of capacity constraintProvide insight to the management through business intelligence for relevant business decision makingEnsure effective service to Distributors (Product availability, Trade benefits, credit availability...) leading to sustainable partnership.
Ensure great business partnership in place in order to manage relationship with all distributors, Supply chain, Marketing and Finance in order to achieve Business goalsEnsure dynamic process improvement in place to support logistics and capacity constraintsEnsure Product availability through working with Production Managers, Sales and Marketing teamsClosely Work with Distributors Mangers & OTC teams to properly manage & follow-upReturnable packages status (where applicable), produce weekly reports.
Follow up the credit risk analysis with the Field Sales Managers in collaboration with the credit control team.Ensure Filed sales team gets the right information about the distributor’s pyt status, returnable packages status, follow closely RP & Credit status and produce a report on daily & weekly & monthly bases.Work closely with OTC teams to easy & improve the processMonitor compliance to policies and procedures, claims and correct any observed non –Compliance.
Act like an interface b/n various Functions to improve the selling process.Provide back office support for core sales processes e.g. transfer orders / transactionalSelling, outlet contracts (templates and governance).Work with the customer Service & DM’s to optimize the logistical functions
QUALIFICATIONS & EXPERIENCE REQUIRED
Relevant tertiary qualifications.
Working experience in sales operations or related analytical areaGood analytical skillsOCS and Sales Drivers principlesPersonal management skillBusiness systems implementation skills.Excellent IT skills including Excel and knowledge of at least one large
Analytical and problem-solving skillsGood working knowledge of MS Outlook, Excel, Word and Power PointExperience of working with an ERP system (SAP FI/CO modules & BW)Good communication skillsExcellent Stakeholder engagement skills
BARRIERS TO SUCCESS IN ROLE
Poor attention to detailsPoor organizational skillsLack of analytical skillsInability to influence stakeholdersLack of commercial and financial depth
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