Head of Sales and Operations at Diageo

Head of Sales and Operations
Addis Abeba
Diageo is the world’s leading premium drinks company, a business built on the principles and foundations laid by the giants of our industry.

Arthur Guinness, Alexander Walker and all those many talented people that followed in their footsteps, cared deeply about the people and businesses they fostered, and the communities in which they operated. Today we stand on the shoulders of these giants and act with the same entrepreneurial spirit.

We are a young company born of an incredible entrepreneurial legacy. The success of Guinness®, Smirnoff®, Johnnie Walker®, Tanqueray® and many more brands led to the formation of our company in 1997. And we only thrive today because of the talent of our people to grow our brands, old and new, and keep them strong.
Meta Abo Brewery Share Company SC (‘Meta Brewery’) was acquired by Diageo in January 2012.
From its brewery near the Ethiopian capital Addis Ababa, it produces and distributes its flagship national lager brands Meta classic, Meta Premium and Malta Guinness. The acquisition gives Diageo direct access to the Ethiopian beer market and will complement Diageo’s existing premium spirits business in the country. Diageo distributes its premium spirits brands in Ethiopia through third party distributor arrangements. Its principal brands include Johnnie Walker Scotch whisky, Smirnoff vodka and Baileys.

Key accountabilities

  1. Managing planning tools (Demand Solution) to build clear plans (volume, phasing…) for short, medium and long term
  • Fully in charge of demand planning for sales in coordination with Supply planner. In this accountability the SO&SM is in charge of sales forecast and proving inputs to the demand meeting. He[she] coordinates demand numbers with the FSMs and the Head Of Distribution
  • Manage sales targets and ensure that such targets are advised quarterly in advance to each Divisional Sales Manager
  • Monitor and validate sales team incentive and customer benefits as well
  • Analyzing market trends on a monthly, quarterly and yearly basis and recommend  adjustments– making use of Nielsen database and working with the CPR Manager
  • Coordinating Sales explanations for monthly performance, reviewing root cause for performance and recommending corrective measures.
  • Deeply analyzing performance of each division at the level of each partner and raising action at each individual partner level.
  • Partner with fleet manager and other relevant stakeholders to Issue monthly reports to the SD on Sales fleet, fuel usage, etc… the SO&SM is also in charge of all reporting of Sales department.
  1. Manage current sales force processes, measurement and reporting of sales force performance and effectiveness
  2. Monitor compliance to policies and procedures, claims and correct any observed non – compliance.
  3.  Manage and control the Sales department overhead budget
  4. Issue a monthly the monthly scorecard including competition information in all the regions.
  5.  Distributor Financing Solutions

Qualification and Experience required

  1. A Bachelor degree or above in Business Administration, Sales, Economics, Finance or related
  2. 5-10 years commercial expertise gained across Commercial, Customer Management and/ related… of which at least 2 years in S&OP Management
  3. Understanding of supply chain, logistics and finance
  4. OCS and Sales Drivers principles
  5. Good analytical skills and Personal management skill
  6. Business systems implementation skills.
  7. Excellent IT skills including proficiency in Excel and knowledge of at least one large
  8. financial/ ERP system
  9. Numerical analysis skills also critical

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