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Career Opportunities At Guinness Nigeria

Date Posted: 04/Apr/2014
Deadline: 17/Apr/2014
  • Specialization Industry Jobs
  • Industry
  • Experience 0 year(s)
  • Location Nigeria

Job Title: Sales Finance Analyst 
Level: L6 M3
Reports To: Sales Finance Manager

Guinness Nigeria is part of Diageo Africa, which is part of Key Markets and is a fully integrated, publicly quoted, Manufacturer and Seller/Marketing company of Guinness Products. The major brands are: Guinness FES, GES, Malta Guinness, Harp, Smirnoff Ice, Satzenbrau, Armstrong, Gordon Spark and Top Malt.
DBN: Spirit brands – Baileys Irish Cream,, J WLKR Red, J WLKR Black, Gordon’s Dry Gin, Captain Morgan, Premix and Smirnoff Ice Vodka.

Purpose of Role
To deliver against the strategic intent of Guinness Nigeria and DBN Finance as it relates to embedding Financial Decision Support in Sales and Customer Marketing Leadership and 

Key Accountabilities 


  • Assist the Sales Finance Manager to deliver decision support function within Sales:
  • Establish Decision Support as a business partner creating effective relationships with other functions
  • Deliver appropriate financial analysis on a project by project basis
  • Ensure buy-in and commitment of IMC members to ensure best use of DSMs as Business Partners by departments.
  • Work with the Sales team to ensure decisions are made with a full understanding of the financial implications.
  • Assist the sales team in analysing Distributors’ profitability.
  • Provide financial and commercial input to investment/resource allocation decisions within the departments as required.
  • Skill, Qualification and Experience required:
  • Graduate calibre in a finance related discipline with at least 2 years’ experience gained in a Sales Finance role
  • Commercially aware and articulate
  • Proven ability to persuade, influence and build credibility across the functions
  • Analytical and logical
  • Ability to base decisions on facts
  • Flexible and able to adapt readily to a changing environment
  • Proficient use of Microsoft suite especially Excel

    Barriers to Success in Role
  • Inability to model financial implications of various scenarios required for decision making on a timely basis.
  • Inability to fully engage and influence the Sales and Customer Marketing team and gain their alignment on Measurement and Evaluation



Route To Consumer – Finance Lead


A finance role that requires functional expertise and high leadership standards.  The Route to Consumer (RtC) Finance lead is responsible for leading the Cost to Serve analysis, investment modelling for supply & commercial, and ensuring a transformational solution for working capital constraints through the full chain (retailer, distributor, wholesaler, Diageo).    This individual will be involved and accountable for all stages of the Route to Consumer transformation, including Diagnosis, Design, Pilot and Implementation.

This is a hands-on position that has a key leadership role to deliver the overall Route to Consumer –Finance Framework.

Key Outcomes:

  • Lead the Route to Consumer Finance work streams during all stages of the Route to Consumer transformation; Diagnosis, Design, Pilot and Implementation
  • Lead the Cost to Serve analysis and modelling against the various Route to Consumer models.  It will be imperative that the incumbent delivers both the analysis as well as the insight generation and highlights the impact of various outcomes.
  • Co-Define the commercial trade terms for Distributors and 3rd party customers with in market Commercial lead and Supply lead
  • Lead all product pricing modelling and deliver recommendations
  • Lead analysis on current investment levels, provide recommendations on commercial and supply investment levels that support the delivery of the Route to Consumer models to be implemented
  • Complete all CAPEX analysis and recommendations
  • During the Diagnosis phase provide key financial data and information to help share the output of the Diagnosis and vision setting phase
  • Active participation in the in-market governance as well as Africa Regional governance (to include members of Diageo Africa Executive & Global Route to Consumer team)



Decision maker for:   

· Market to input


Key Stakeholders:   

· Market General Manager & Executive team

· In Market Route to Consumer team

· In Market Finance Director, Sales Director & Supply Director

· Africa Route to Consumer Director

· Africa Governance team comprised of members of Diageo Africa Executive & Global Route to Consumer team

· External partners (i.e. McKinsey)



Top 3 functional capabilities for this role:

· Qualified Accountant with minimum 7+ years post qualification experience

· Significant experience with Commercial & Supply Finance ideally both, experience in 1 is required as minimum; as well as cross functional experience

· Experience with SAP & Magnitude

*this individual needs to be a recognized functional expert within the business



Top 3 leadership capabilities for this role:

· Proven ability to influence senior stakeholders (i.e. members of in market executive)

· Conceptual thinking – open to possibilities mind set, with a pragmatic approach to implementation of concepts and problem-solving skills

· Ability to lead and supervise virtual teams and work under tight deadlines



Essential Qualifications / knowledge / experience required / languages:

 Experience with various Route to Consumer models

· Extensive project management skills, both as a leader and key team member

· Local language(s) & English

· Proven ability to generate insights from data sources & provide clear direction and recommendations

· Experience with Excel and SAP





Area Sales Manager
Level:     L5 (M2)
Reports To:  Divisional Sales Manager


 a)   Financial

Responsible for Area Field Sales Force Overhead budget and effective use of all Marketing spend used by sales force.

b)   Market Complexity

 Area geographically based with total Sales force of about 9 employees, part of a Divisional Team with about 6 Area Sales Managers.

c)   Leadership and Functional Responsibilities

Leadership Capabilities:

Must be able to influence, inspire and drive performance across Distributor and Guinness Nigeria staff, embodying the Diageo leadership capabilities.

Functional Capabilities

Managing Relationships; Distributor Management; Commercial Planning; Sales Drivers; Trade Strategy

Purpose of Role

The Area Sales Manager is accountable for achieving brilliant execution with customers through leading an Area Field Sales teams.

Key Accountabilities

• Drive achievement of profitable volume/market share target for the Area via delivery of sales drivers for the Area.
• Ensure Retail Redistribution Scheme within the area is fully reviewed and managed.
• Coaching of Retail Development Managers to ensure effective delivery.
• Ensure maximum utilization of the Intouch tool to drive efficiency and effectiveness
• Ensures brilliant execution of customer marketing/marketing promotional activity by ensuring the right outlets are selected, agencies are adhering to our standards.

Standard of Excellence/ Intouch Responsibilities

1. Plan - Ensuring that all sales objectives are strategically aligned; support sales leaders where relevant with the process of defining, managing and cascading targets throughout the sales force.
2. Execute - build the Structured Selling capabilities ensuring that Sales Representatives execute the 8 steps of the call with every customer; ensures all Sales Representatives use the Intouch PDA effectively. 
3. Measure - review Intouch information on sales representative performance vs targets at a minimum two times per week, act as a custodian of the Data in the system, actively ensuring that in market data guidelines and processes are adhered to.
4. Insight - use reports and data from the Intouch management suite in order to generate commercial insights and drive execution of these opportunities through the sales teams
5. Inspire- act as a trainer and deliver the Managing Relationships programme as part of the yearly sales capability plan / induction process, ensure all development, coaching & feedback is embedded within the appraisal process 

Skills, Qualifications and Experience Required

• Graduate calibre with a minimum of 5 years experience gained across sales/consumer/customer   marketing. Previous experience of Field Sales or other customer facing roles is compulsory.
•     Previous experience of coaching/leading others and getting results through teams
• Strong commercial acumen
• Computer literate
• Excellent Communication skills

Barriers to Success in Role

Essential to spend time in the Field with the team members and customers-need to stay in touch with the market

Working Location 

Role is based in a defined geographical area, with minimum of 80% Field work, some travel to Divisional Office essential.
Role holder must be willing to work weekends and long nights

Method of Application

Interested and qualified? Click the Apply now button to send your application

Apply Now  

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