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Diageo
Head of Commercial Capability at Diageo
KenyaFull TimeMid-Senior Level
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Diageo
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Purpose of Role:
Lead the regional strategy, standards and capability agenda for Commercial Sales & Customer competencies, ensuring EABL builds world-class commercial capability that drives sustainable growth, customer value and market execution excellence.
Leadership Responsibilities
Not a people manager role, collaborates / coaches capability managers in the markets.
Experience / skills required:
Define the Regional Commercial Capability Strategy
Develop and maintain the multi-year regional commercial capability strategy aligned to business growth ambitions and commercial priorities.
Prioritize capability investments based on strategic business impact and organizational readiness.
Own Commercial Capability Frameworks and Standards
Design and maintain regional commercial capability frameworks covering sales, customer development, distributor management, route-to-market, commercial leadership and execution excellence.
Define regional selling standards, commercial competencies, capability expectations and proficiency requirements.
Establish certification standards and capability assessment methodologies.
Maintain governance over capability frameworks to ensure consistency across markets.
Design Regional Capability Architecture
Develop regional curricula, learning pathways and capability journeys for key commercial populations.
Define learning principles, programme design standards and capability development methodologies.
Establish frameworks for coaching, certification, field immersion and capability accreditation.
Ensure capability solutions are scalable, commercially relevant and adaptable to market requirements.
Lead Future Capability and Commercial Transformation Readiness
Identify future commercial skills required to support digital commerce, data-led decision making, route-to-market evolution and emerging customer trends.
Define capability requirements arising from commercial transformation initiatives and organizational change programmes.
Establish frameworks to support adoption of new commercial tools, technologies and ways of working.
Maintain a future capability agenda that strengthens long-term organizational competitiveness.
Establish Capability Governance and Performance Management
Define regional capability governance processes, performance standards and operating rhythms.
Establish capability scorecards, success measures and reporting frameworks.
Monitor regional capability maturity and organizational readiness indicators.
Drive Capability Insights and Continuous Improvement
Analyze capability performance data, business outcomes and capability assessment results to identify improvement opportunities.
Evaluate the effectiveness of capability frameworks and recommend enhancements.
Drive knowledge sharing and best-practice exchange across markets.
Maintain a repository of capability assets, standards and learning intellectual property.
Qualifications:
Bachelor's degree or equivalent professional experience in Finance, Business, Commercial, Legal, Operations or a related discipline.
A recognized learning, instructional-design or change qualification is an advantage.
Facilitation or train-the-trainer credentials are an advantage.
Skills & Experience:
Broad commercial and customer-operations understanding, with the ability to translate topics such as CLM, pricing, customer investment, M&E, cash collection, order-to-cash, data and digital tools into clear process and learning outcomes.
Experience defining and using learning and adoption measures: proficiency, confidence, application and business-impact indicators.
Transformation – Proven experience owning end-to-end learning programmes across multiple workstreams or markets; needs analysis, curriculum architecture, content development, facilitation, train-the-trainer, certification, deployment and reinforcement with strong instructional-design and facilitation capability across blended learning solutions.
Consultative – A track record of consulting-style delivery: diagnosing the real problem, building the case, securing commitment from senior stakeholders who do not report to them, and turning that into adoption. Comfortable being measured on whether the business changed, not on whether the deliverable shipped.
Technology – Comfortable translating market requirements into scalable regional process and product design, and familiar with the tools that support it, CLM and Trace-type tooling, global learning platforms, content governance and localisation.