External Job Description
Market Context Emerging and Partner Markets (EPM) is an In Market Company reporting to Africa and comprising of over twenty Distributor/Contract brewing markets in West and Central Africa. The West and Central Africa business unit covers the following countries:- Cote D’Ivoire, Gabon, Togo, Benin, DRC, Congo, Equatorial Guinea, Chad, CAR, Mauritania, Sao Tome, Principe, Benin, Burkina Faso, Senegal, Vape Verde, Sierra Leone, Liberia, Gambia, Guinea Conakry, Guinea Bissau, Niger, and MaliThe West and Central Africa regions are geared to be one of the growth engine for EPM. These are relatively complex markets.Diageo currently operates through 3rd party distributors and has limited in-market presence except through these distributors. The focus is primarily on beer, with an enormous growth opportunity in Spirits (International and Mainstream brands) and RTDs.EPM requires the services of an Head of Commercial to continue building TBA business, bringing to life our ambition for WACA, strengthening our Beer partner relationship and extending our Spirits and RTD footprint in this region. The role will be based in Cameroon (Douala), will report to the GM EPM (based in South Africa), and the incumbent will be accountable for Beer, International Premium Spirits and Mainstreams spirits for the Region Leadership Capabilities In coordination with the GM of EPM, the incumbent will be leading Diageo investment strategy in WACA:
Strong relationship building with a number of stakeholders
Own the Compliance agenda
People Management: leading his/her team in conjunction with support resource from the EPM Hub, to deliver consistent great results
Purpose of Role The purpose of the role is to continue to develop the WACA region and its operations, by maximizing the Return on Investment & Brand equity in the market. Top Accountabilities
Inspire and motivate own team and the strategic Partners behind a clear, simple and powerful business strategy for the region.
Ability to drive operational and commercial excellence through the highest standards of execution with distributors and own functional unit working in alignment with other functions.
Deliver on the regions performance commitments and make a significant contribution to EPM. Leading its delivery and application within the functional areas as well as with appointed distributors.
Formulate / execute a clear plan to increase direct participation within markets (Diageo employees, local sales / marketing businesses, local production capability).
Qualification & Experience
French and English fluency
University degree. Business qualification ideal.
High cognitive ability
Min 10- 12 years’ experience gained across commercial and other functions – cross functional experience an advantage.
Average of 3 to 5 years previous Country Management/Executive role will be an advantage
A high level of financial literacy and broad commercial understanding is critical. Previous experience of leading strategy development, change management and participation in a leadership team (can be market or function) is important.
Exposure across different channels and different levels of customer sophistication (e.g. National Accounts, Key Accounts and Field Sales).
Track record of success in managing Strategic Partners and key accounts within fast moving consumer goods.
Roles where required to make strategic choices, evaluating alternatives, balancing short and long-term issues, and living with the consequences.
Strong knowledge & demonstrated delivery in challenging trading environments; understanding of channel, pricing, negotiations and strategy development.
Negotiation and conflict resolution.
Broad functional/cross functional experience within commercial and marketing an advantage.
Type of Job
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