Guinness Nigeria PLC is a major market for Diageo: Guinness Nigeria operates in the unique and fast growing alcohol industry of over 15mhl beer potential. It is the only company that does Total Beverage Alcohol (TBA) in Nigeria. It’s an on trade dominated market but with a fast growing off trade channel.

We are recruiting to fill the position below:

Job Title: Head of Revenue Growth – West & Central Africa

Job Requisition ID: JR1101530
Location: Lagos
Job type: Full time

Purpose of Role

• Head of Revenue Growth Management is responsible for implementing strategic RGM principles in service of West & Central performance and supporting the region in strengthening and embedding RGM capabilities, for the Diageo direct team and partner capabilities.
• They will leverage data-driven insights and RGM tools to inform revenue and profit growth decisions, ensuring we execute & leverage all levers of RGM.

Top Accountabilities

• Build W&C Africa 3 year RGM strategy, including all RGM levers, price/mix, pack, customer/channel mix, and collaborate with markets to deploy and embed pricing, mix and promo guidelines to drive sustainable and profitable
• Build a 3 year margin & market expansion roadmap to deliver a sustainable commercially viable model for Diageo and partners
• Partner with relevant stakeholders to define and implement RGM levers that deliver sustainable revenue growth and margin expansion opportunities.
• Trade investment governance and controls are in place to ensure all activities are pre-approved and post evaluated to ensure investments are delivered.
• Develop and cascade across the region data-driven insights, tools and strategies that support revenue growth and profitability goals.
• Partner with the pricing team on innovative pricing models and go-to-market strategies to maximise revenue potential
• Lead post-project learning sessions, by building a return-on-investment driver understanding and constantly seek to improve return of total customer investment
• Lead and complete projects that build RGM capability and create new value for Diageo and our customers
• Drive continuous improvement initiatives to enhance commercial standards and deliverables
• Bring external customer and consumer insights and stay abreast of industry trends, market dynamics, and emerging technologies to anticipate opportunities and challenges

Complexity of Role

• Requires in-depth understanding of RGM levers (Headline Pricing, Promotional Effectiveness and Trade Terms, Pack and Format Architecture, and Trade/Portfolio Mix) and impact of changes on value chain
• Demonstrates commercial experience (finance, category/commercial insights, and/or sales) to guide internal conversations with sales and finance, and external conversations with distributors and customers
• Needs to understand different market archetypes and route to market complexities by channel (ex: On-Trade vs. Retail, Promotional discounts, etc.)
• Requires critical technical skill and systems ability on internal and syndicated data sources and reporting tools
• Understands Alcohol sales in a regulated landscape as well as markup/margin structure of beverage alcohol

Qualifications, Experience, and Leadership

• 5 years plus of business experience, in commercial especially Revenue and category Growth, pricing, Promo optimisation, Mix management and trade investment roles at global or regional roles within a multinational.
• Ideally cross-functional experience across Category Development, Category Management, marketing, sales and/or finance
• Experience of using RCG recommendations as part of broader customer negotiations
• Leadership skills – demonstrated significant initiative, tenacity, and leadership in prior job.
• Able to build strong relationships, with good stakeholder management, alignment and influencing skills
• Ability to distil massive amounts of data form various sources into a clear and compelling customer story/ insight.
• Able to actively coach and develop others to enable performance and to address the future talent needs of the business,
• Ability to move seamlessly between high level strategy and operational execution
• Evidence of brilliant management of a P&L, demonstrable examples of balanced and effective investment decisions and market share growth, plus a history of in-flight Business Performance Management and course correction
• Evidence of successfully having driven change / or a major transformation and embedding new ways of working
• Project Management experience and MS office – excellent Excel and PowerPoint skills.

Application Closing Date
Not Specified.