Summary
Date Posted: Wednesday, August 09 2023, Base Salary: Not Disclosed

JOB DETAILS:
Context/Scope
UBL is a leading player in the Total Beverage Alcohol business.t. In value terms, UBL value share of Beer is ~51% and 60% Spirits value share. UBL operates in a very competitive environment in both Beer and Spirits. In the Beer category the biggest competitor is Nile Breweries with well-established brands like Club, Nile Special, Eagle lager and Castle Lite.

The competition in Spirits category has seen over 30 new entrants such as Premier, Blue Nile, Parambot and Brigade Distillers enter the alcohol industry with the strongest completion coming from the Value and Mainstream segments. 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, declining disposable income and opening up of the economic trading blocs allowing in flow of Spirits 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 them to choose our brands. All channels are important in distribution and availing our Beer & Spirits products to consumers. Trade partnerships are crucial in ensuring that service to consumers exceeds their expectations.

To achieve our ambitious growth and profitability agenda, there is need to transform the way we develop, plan, and execute commercial plans. There is a particular focus required on customer planning, customer performance management and revenue management to increase our current performance by delivering a sustainable balance of volume and price / mix growth that drives value for Diageo, our customers and consumers.

This role will deliver best in class revenue growth management capabilities to ensure that UBL has the optimum go to market plan to win internally via the P&L, win externally via market share and enable our customers to create category value.

Additionally, this role will embed a holistic Revenue Management approach within UBL processes.

Dimensions
Financial:
UBL has an ambition to be a GBP 200 Million NSV business by F26.
The mission of Revenue Growth Management (RGM) role holder will be to deliver a sustainable balance of volume, price, and mix that will enable UBL achieve the set ambition.
Market Complexity:
The scope of this role is UBL – Uganda and Rwanda. We have a 60% market share.
We operate in a very competitive environment that has seen the entrance of new players in the total alcohol category. This necessitates the need for a pro-active business approach.
An advantaged national distribution network is key to maintaining our competitive advantage and delivery of both volume growth and market share.
In addition, the changing macros driven by competition for limited disposable incomes and the opening of economic trading blocs allowing in flow of products from other markets has become a key challenge.
Consumers are also becoming more discerning demanding better value for money at the bottom end and uncompromised quality at the top. This requires proactive selling to maximise company market share.

Leadership Responsibilities
• Strategic thinking – lead the development of integrated business plan to deliver multiple objectives across different product categories, brands, and channels.
• Shape the future – lead breakthrough thinking for UBL to unlock market growth opportunity.
• Commercial acumen – a commercial expert with ability to execute category, brand, and channel strategies through different RTM. Exceptional understanding of the point of purchase levers and resource required to execute.
• Analytical skills –ability to synthesize and analyze data, generating meaningful insights and recommendations.
• Agility to work in a fast moving, matrix organization and the ability to build strong relationships to deliver amazing outcomes.
• Invest in talent – have the freedom to succeed, have the courage to deliver and be collaborative.

Role Responsibilities
• Leads the vision for long term Category Growth Strategy across the business identifying the drivers and sources of growth and then partnering with sales, brand and customer marketing to deliver tailored objectives by channel & customer segment.
• Lead the development and implementation of UBL Revenue Growth Management strategies to deliver commercial plan across all channels to achieve financial targets and market share.
• Use data science and technology to formulate the Picture of Success and guide the business to prioritize interventions.
• Establish rigorous and continuous tracking of the external environment to highlight risks and opportunities relating to the delivery of UBL strategy and plan. Be proactive in mitigating risk, exploring, and testing hypothesis.
• Develop proposal to allocate trade investment across channels and customers based on customer segmentation, NSV size and strategic importance.
• Inspire strategic customers to partner with UBL to fuel the future of TBA via compelling category vision and plans.
• Build an amazing team of thought leaders who establish trust and credibility for shaping the future with both internal and external stakeholders.

Qualifications and Experience Required
• Graduate degree in business or other disciplines that require quantitative knowledge.
• Minimum 10 years of relevant experience in strategy and planning roles, ideally some time spent in revenue management and in customer facing roles.
• Understands the end-to-end value chain.
• Strong evidence of being a catalyst for change, using data and insight to provoke and inspire a different future and ability to influence stakeholders to execute.
• Analytical and strategic skills – must be able to synthesize marketing and commercial information to draw insights and actionable recommendations (e.g., structure the problem, collect data, identify issues, and present results)
• Evidence of strong 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


Work Hours: 8

Experience in Months: 120

Level of Education: Bachelor Degree

Job application procedure
Interested applicants?Click here to apply

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