Go to Market Lead – Ethiopia

Are you seeking an exciting job opportunity with one of the most well-known and globally recognized consumer brands?

People First Consult is looking for a Go to Market Lead on behalf of one of its clients, a global leader in food and beverage, for its business in Ethiopia and across Africa.

About the Company

A globally renowned food and beverage company with a presence in over 200 countries is expanding its business in Ethiopia, a key growth market in East Africa. It is seeking a highly skilled Go-to-Market Lead to join its team.

Position Details

Position: Go to Market Lead – Ethiopia

Department: Commercial

Reporting to:  General Manager

Contract Type: Regular/Full time

Location: Ethiopia, Addis Ababa

Role Purpose

Responsible for supporting the West, East, and Central Africa with ongoing go-to-market (GTM) projects across Africa, with specific reference to optimizing end-to-end sales transformation across company-owned and partner entities in multiple African markets, to ensure commercial capabilities are enhanced and growth plans enabled. This includes:

• Trade channel segmentation, prevailing route to market models, network analysis, growth to market optimization, digitization, cost-to-serve analysis, performance management and capability development.
• Y1 primary focus on Ethiopia Foods and local talent development, with limited support in Nigeria and other African markets. From Y2, the balance of focus will shift.

Key Responsibilities

• Coordinate and execute strategic GTM Projects.
• Effectively lead cross-functional work teams to achieve desired project results.
• Network analysis of detailed diagnostics to create various scenarios with financial analysis, identifying growth and efficient opportunities across sales channels.
• Schedule work centrally using various planning systems.
• Analyzing territory secondary distribution flow to ensure key operational targets are adhered to.
• Drive continuous GTM optimization through time and motion, SKU management, and DC optimization.
• Develop and assist GTM strategies and suggest correct modeling to the business considering retail changes and enhancements.
• Run model scenarios wide transport networks to identify operational improvements and new opportunities.
• Continually review working practices and improve in conjunction with the GTM COE.
• Implement and manage processes, routines, tools, and measurement management systems for key distributors in West, East & Central Africa.
• Review Distribution Branch and Distributor Performance against a plan to improve SLA and financial KPI performance, across measures such as strike rate, call completion rate, volume fill rate, order fill rate, in-time delivery, etc.
• To benchmark current commercial processes and related activities against Best-in-Class practices, both locally and internationally.
• To integrate current and develop new processes and systems, to achieve best-in-class status to drive efficiency and productivity.
• The documentation and implementation of new processes through the optimal application of available system technologies.
• To ensure that all sales processes are GCS compliant.
• To drive the change management process during the implementation phase of projects to effectively embed new practices in the organization.
• Set goals and objectives for direct reports, monitor progress, and maintain motivation.
• Identify staff training and development needs and implement necessary actions.
• Promote effective teamwork within the department.
• Collaborate with Capabilities COE and HR Teams to drive required capability initiatives, in lone with AOP.

Key Skills & Experience Required

• Bachelor’s Degree in commercial field
• 5 years of experience in the FMCG industry
• Functional excellence, numeric strong abilities & problem-solving ability
• Senior stakeholder interaction skills, maturity, and empathy to work effectively with diverse teams

How to Apply

Please send your resume to careers@peoplefirstconsult.net using the job title as the subject.