Commercial Director

Job Description : COMMERCIAL DIRECTOR NIGERIA This Commercial Director role will strengthen the Company’s presence, spearhead acquisition activity, and grow the business across the geography of West Africa. Reporting directly to the Regional Vice President & General Manager, this person will be responsible for developing commercial growth strategies through existing and new strategic customer relationships and expanding the Company’s presence in this rapidly growing market. The role will have a commercial & business development remit in addition to matrix structure management of other functions. In addition, the role will focus on building a high performance team of capable and fully-engaged individuals. Lead and deliver the country commercial plan, aligned with regional End Use Market strategy, to drive top line growth through existing and new business, and clear market relevant differentiation Build and grow customer relationships for key channel accounts, leveraging local market insights to identify and win ‘quality’ opportunities and deliver performance against plan Ensure the right commercial talent is in place, aligned with "EUM" and channel strategies and customer segmentation, with local talent pipeline to drive sustainable growth Bring to life our Company’s purpose in the geography and ensure the brand positioning as valued partner for our commercial opportunities Provide country leadership for the geography, owning and driving local engagement, communication, compliance, contingency planning and reporting in line with the Company’s standards Role Priorities Drive the business results and growth in line with Company’s regional strategic plan and end-use market strategy – through local market knowledge, insights and depth of customer relationships Embed the Commercial Operating Model within the Country, being an advocate of the change and leading from the front to ensure the new ways of working are successful Lead the talent agenda, ensuring right capability and resource allocation within the country to drive and sustain commercial excellence, including local succession pipeline Execute all country leader accountabilities specific to the geography in line with the Company’s standards Accountable for: Develop and implement the country commercial plan, aligned to the regional EUM strategies and priorities Provide input to regional EUM strategies and translate them into locally relevant execution frameworks for activation within the local market Lead the Customer segmentation process, developing plans for each customer segment that leverages EUM strategies and exercises the best local resource allocation and talent to deliver the solution Lead and engage the sales team to drive and elevate the Company’s position and profitability in the local market Manage and strengthen key customer relationships, establish networks at senior level with key decision makers to drive and sustain results Leverage local consumer and market insight to identify and convert ‘quality’ local opportunities in line with regional EUM strategies Identify local M&A targets that accelerate delivery of our regional growth strategy, building and nurturing relationships in the industry Drive commercial effectiveness through delivery against commercial metrics (KPIs), including hit rate, Sales/Development ratio, ROI etc Develop talent, ensure local capability is identified and succession pipeline in place within country Partner with Integrated Operations to understand Demand for the country, working collaboratively on service delivery and to navigate any potential service impacts Provide input on strategic investment decisions for local footprint, in partnership with Integrated Operations, to meet emerging demand Ensure commercial post M&A process is implemented in a timely manner Partner with Compliance and External Affairs to ensure all activity across the country is compliant Own business continuity and crisis management across the country Ensure the country teams have clarity of direction, transparency of results, feedback and recognition to drive performance and engagement Qualifications and Experiences Master Degree in a business or technical field (or equivalent experience) Minimum 6-8 years in a sales head/VP/GM Role and 20+ years experience Experience and knowledge of the food and beverage industry, ideally across a range of markets. Significant exposure to senior management within a sales environment Deep knowledge and experience in Nigeria and West Africa. Management experience working in a Global / Regional leadership team in a matrixed organization

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