Spirits Market Manager West Africa (Partner and Emerging Market)
Head of Commercial
Diageo Business Context:
Welcome to the Diageo world of exciting possibilities, a world of celebrating life every day, everywhere.
Diageo is a truly global organisation with over 28,000 talented people and a presence in 180 countries. Across our 21 markets, our brand portfolio represents our biggest strength, and our biggest passion. Be it our global giants, local stars or reserve brands we use our vision, creativity and courage to drive the growth of our products worldwide. We invent strong brands for today and for the future; upholding the quality of our products and taking personal accountability for both the history and for the future of our brands.
We have more than 6,500 people working with Diageo in Africa: our Africa businesses account for over 20% of Diageo workforce worldwide. In all that we do, we seek to bring out the best of our Diageo values and release the ‘spirit of joy & community’ which is alive across the African continent. In Africa we create wealth both directly through our operations and indirectly through our broader value chains where we support development and growth in partnership with businesses and communities.
Thirteen of our production sites in Africa are in water stressed areas; so much of our focus is on managing water use in our operations effectively and reducing water poverty in surrounding communities through our pan-African Water of Life programme. Since its launch in 2006, we have brought safe drinking water to around 10 million people.
We are committed to our vision of being ‘the best performing, most trusted and respected consumer goods company. To be a part of Diageo is to be a part of history – and to have the unrivalled opportunity to make your own mark in history.
Partner and Emerging Markets
Diageo Partner and Emerging Markets is part of a dual listed (London and New York) global organisation operating within a complex local environment. Financial complexity is driven through the reporting, planning and forecasting requirements of our global shareholder along with ensuring compliance with local legislations of countries we operate. In addition, compliance with Sarbanes-Oxley codes of good practice is required due the Diageo listing on the NYSE.
The complexity of our markets, with multiple customer segments and routes to market, drives complexity in understanding the creation of value from Retail Selling Price through the P&L. We consistently work to identify and maximise opportunities across the value chain through pricing and promotional strategy across our customer base.
The volatility of the African Partner and Emerging Markets macro-economic environment drives a level of complexity when managing global targets, local input costs and product imports. Cost drivers such as inflation and global vs local exchange rates impact our cost base strongly and need to be managed closely.
Diageo Partner and Emerging Markets operates in a complex, ever changing and extremely exciting market environment. Year to-date NSV of 80M GBP.
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, Southern Africa Emerging Markets and Angola) with a total population of over 230M and where our current business includes partnerships with local beer producers (predominantly BGI & Heineken) and International Premium spirits agents/distributors and joint venture operations in Angola.
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.
Our extensive spirits brand portfolio services consumers across our diverse nation and we must continuously strive to keep up with the fast-changing market trends and challenges inherent in that.
The PEM business unit will be the main platform for managing “new business” initiatives and pan-Africa projects.
Purpose of the role
This is a customer facing role first and foremost. The role leads, develop and drive the relationships and commercial agenda with customers / partners / distributors.
The role provides long and short-term guidelines to the Partners supported by the Diageo Way of Distributor Management, Joint-up Business planning and well-defined rhythm and routines with Partners. Through this, we ensure partners’ involvement in our planning, strive to great execution daily of brand /trade programs, consistently reviewing and managing performance. It also involves high level of agility and responsiveness with respect to competitive threats.
The role also manages, train, coach and motivate the Partner / distributor Salesforce, in order to deliver trade marketing activities that are superior to the competition in respect of both core and added value services. In addition, the purpose of the role will be to provide data and maintain accurate records on key outlets depletions, distribution metrics, pricing, and competitor’s moves.
Key Performance Indicators:
NSV – Responsible Gross Margins – Responsible OO% - Responsible Volume – Responsible P&L – Influence OP – Influence
Leadership and Functional
Expected Leadership capabilities:
Win through Execution
Inspire through Purpose
Shape the Future
Invest in Talent
Customer / Partner / Distributor management
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