UBL operates within a multi-cultural, multi-national environment. UBL is further categorized into Demand and Supply functions. The Supply business is involved in the production of beer and spirits.  The Demand business is involved in marketing and selling the product through RTM partners and retailers to consumers.

This role is Demand focused and it’s a full-time support arm of the Sales/Commercial function responsible for establishing processes, performance standards and systems that delivers an effective and insight-driven Commercial organisation that consistently delivers its objectives.

The role is critical to the overall UBL short, medium, and long term strategy by actively taking the lead in ensuring that the business achieves the competitive advantage within the deployed RTC by providing compelling insights through rigorous performance appraisal leveraging the available data sets to the overall sales/commercial team for both strategic & operation action planning to aid fit for purpose execution in service of guaranteeing that the achievement of the overall sales/commercial KPIs.

The role is National and 80% office-based position [20% field back checks & engagements] requiring close liaison with the National RTC Manager with the ability to engage compellingly with the Sales Leadership Team [especially the Sales Director, Division Leads & National Business Development Manager], Strategy Manager & the wider Commercial Leadership/Sales Team.

Market Complexity:

UBL is a dominant player in the Total Beverage Alcohol business with 40-45% volume share of the beer market and ~32% value share of the spirits market.  UBL operates in a very competitive environment that has seen new entrants crop up from time to time especially within the Spirits category. The nature of competitors is complex with both illegal and established players operating within a market that has regulatory challenges. The market situation is changing rapidly due to the economic situation exacerbated by the COVID pandemic, declining disposable income and opening up of the economic trading blocs allowing in flow of products from other markets.

The trade is evolving and becoming more sophisticated especially at retail level.   Retailers are becoming more demanding as they become more profit driven and as competitors fight for share. Consumers are becoming more sophisticated which requires more innovative ways of convincing Legal Age Drinkers to choose our brands. All channels are important in distribution and availing our products to consumers. Trade partnerships are crucial in ensuring that service to consumers exceeds their expectations.

Leadership Responsibilities:

Effectively Lead and Manage a team: The role has significant leadership and management responsibility with four (4) direct reports; 1 Commercial Performance Analyst (Execution & Reward) and 3 Commercial Performance Analysts (Divisional Sales & RtC insights). The job holder is expected to bring to life Diageo’s Leadership Standards in service of positively impacting the Performance Ambition.

Leverage insights to drive Commercial Excellence: The role is the engine that drives Commercial Effectiveness /Excellence and requires strong technical competences in advanced Analytics; Insights generation, with ability to further distill generated insights from different data points to create a story that guides and influence the commercial course of action that delivers Commercial Excellence.

Commercial Performance management: The role holder is responsible for developing performance dashboards, insights-packed commercial presentations as well as creating facts-based possibilities and recommendations to course correct as needed.

Win through Execution: Lead bold execution in a fast-moving world

• Act like owners of Diageo by holding self and others to account for highest standards.

• Scan the environment constantly and adapt plans with pace.

• Inject restlessness to win and unlock capacity to decide and act quickly.

Shape the Future: Step in the future, create focus and ownership for shaping Diageo’s future ambition

• Enable others to imagine the future and be brave to act boldly now.

• Demand diverse external perspectives and trends that create impetus for change.

• Insist on sufficient data and insights that quickly move the commercial team to action.

Inspire through Purpose: Amplify our purpose internally and externally

• Build trust and respect in Diageo through open and honest relationships.

• Celebrate frequently the impact of living our purpose.

Invest in Talent: Harness the full extent of Diageo’s talent and diversity

• Create an inclusive environment where everyone can be at their best.

• Instil agility and resilience in the commercial teams.

Purpose of Role:

To constantly monitor, evaluate and benchmark Commercial operations, distill and leverage insights to develop and propose actionable performance improvement plans that delivers commercial excellence and overall business growth.

Top Accountabilities:

• Monitor and Evaluate Commercial team performance: Track and evaluate performance of the entire Sales & RtC teams against the set KPIs, Ways of working and leverage insights to develop / recommend appropriate course correction mechanisms as may be required.
• Keep track of all Trade activities: Continuously track all Commercial activities and initiate periodical reviews to assess whether they are delivering as per plan. In addition, leverage available insights to recommend actionable measures to course correct.
• Business Performance Review: Support with functional business performance review inputs & deck creation as well as benchmark other Diageo markets and industry players to guide the commercial function to remain relevant and advantaged especially in RtC and commercial processes.
• Route & Call Performance: Review & appraise how effective & efficient the distribution is by focusing on; Coverage, Journey Plan Adherence, Route Frequency, Total Called-On Outlets, Calls per day, Strike Rate, Call Frequency, Time in Call & Time in Trade [CD teams, Reps & Line Manager].
• Return To Issue: Glass plays an integral & vital role in ensuring that our brands are readily available at outlet level hence the need to remain on top of ensuring that a practical mechanism exists that ensures that at least 90% of the glass sent out to trade is fully returned to the brewery by holding the tension on transaction by Type by Route by Salesman.

Qualifications and Experience Required:

• A Bachelor’s degree in a statistical-related field. Analytics experience is an added advantage.
• A minimum of 5 years working within a Commercial/FMCG environment with atleast 3 years experience in a similar role
• Strong analytical skills and insights generation mindset.
• Knowledge of technology supported platforms with demonstrated analytics hands on experience.

Key skills

• Ability to triangulate multiple and complex data sources to generate relevant business insights.
• Ability to confidently challenge, guide and influence decisions and ways of working at different levels within the commercial function. This may involve holding tension where necessary.
• Diligent attention to detail.
• Collaborative approach to driving change.
• Strong people relations, influencing & communication skills.
• Ability to recognize business critical activities and ensure organisation is fully aligned to support.
• Ability to prioritize and manage workload and meet deadlines in a fast-paced environment.
• Strong Microsoft Office fluency with advanced excel & info graphics proficiency and intermediate power point proficiency.
• Self-starter with the ability to succeed in a collaborative work environment.
• Ability to partner with functional teams (soliciting, and conversely providing help as needed).

Submit your CV and Application on Company Website : Click Here

Closing Date : 14 Oct, 2020