Tomiwa Odunjo

Responsible for the development and execution of the capability and execution excellence framework for the entire sales organization (GSM and PSB) to build fully capable team and partners, optimization and improvement of sales processes, systems and tools that will enhance best practices and brilliant execution of business strategies that will dependably support the achievement of total business objectives.

Plan, monitor and ensure achievement of customer and revenue market share objectives for zonal operations through supervision and provision of leadership/influencing of multiple teams to deliver operational excellence in network operations, customer service, channel management and market expansion

Responsible for overall management and delivery of the business goals within the division through: - Provision of leadership expertise to the entire team - Development of sales strategy and execution to deliver profitable volume, share growth and profit

Lead the Route to Consumer Commercial implementation for the business during all stages of the Route to Consumer transformation; Diagnosis, Design, Pilot and Implementation Work with the Commercial Leadership Team to define the market customer segmentation model, portfolio for each segment, outlet activation standards for each segment Work with the Commercial Leadership Team to define the service levels required for each customer segment defining how each segment & outlet will be serviced and what skill set is required (contact & coverage strategy) Work with the channel management work-stream lead to define the distributor & wholesaler segmentation model and assess current partners for the sales organization. Responsible for the development of an effective routing strategy that would drive the development of an efficient distributor territory to optimize route productivity across all territories in Nigeria Utilize Africa best practice toolkits against all commercial work-streams to define the prescribed process & KPIs for the market. Toolkits to include: Field Sales Process, Distributor & Wholesaler Process Supports head of implementation to interpret all defined model and processes to successfully deliver the full implementation of the transformation work Work with head of sales operations, head of sales capability and change management lead to integrate all defined processes (new WoW - Way of Working) into business as usual (BAU)

Lead the salesforce automation project, in solution designing, building, deployment and project team management Develop Nigeria salesforce automation requirements and organize all key stakeholders workshops, including solution and requirements analyze workshops Work with the global Commercial and Global Business System teams to assess solution vendors and in the selection of the best vendor for Africa hub Support the Global Business System in-market partner and infrastructure lead to develop a robust infrastructure requirements, organize all key stakeholders workshops and in the selection of the best devices to support the salesforce automation project for all users

Lead the Route to Consumer Commercial implementation for the West Region during all stages of the Route to Consumer transformation phases; Diagnosis, Design, Pilot and Implementation Work with the 3rd party field process work-stream lead to define the market customer segmentation model, portfolio for each segment and standards for each segment Work with the 3rd party commercial work stream lead to define the service levels required for each customer segment defining how each segment & outlet will be serviced and what skill set is required (contact & coverage strategy) Work with the 3rd party channel management work-stream lead to define the distributor & wholesaler segmentation model and assess current partners for the West Region. Support the RtC Commercial Lead to utilize Africa best practice toolkits against all commercial work-streams to define the prescribed process & KPIs for the market. Toolkits to include: Field Sales Process, Distributor & Wholesaler Process During the Diagnosis phase provide key commercial data and information to help share the output of the Diagnosis and vision setting phase for the west region Work with innovation team and RtC Commercial Lead to co-develop commercialization for all innovation brands Developed, implemented and regularly tracked commercial quick wins to enhance delivery of the business volume and NSV objectives

Effectively manages the agency to deliver healthy trade census that will enhance better market coverage and development of innovation activity Manages agency to develop database which can be queried for customized management reports Ensures the successful implementation of North Malta RTM projects Designs DRAR (Daily Route Activity Report) automation requirements and lead launch/rollout pan Nigeria. Leads in the provision and building of infrastructural supports for platform for growth distributors

Responsible for the delivery of the business volume objective in the region Responsible for training and structured coaching of distributor, their staff and Guinness staff on inventory management, Wholesale Management System, and other Route to Consumer initiatives to ensure beating of competition. Authorises the distributors' staff to create and maximise sales via delivery of the Sales drivers’ objectives (QVDP3) at retail and wholesales Supports distributors to develop Annual Business Plan, P&L account reports and ensuring optimal financial health of distributors in the region

Responsible for the achievement of the regional Field Sales Force in the sales area to deliver joint business plan (JBP), return on investment (ROI), business profit and loss (P&L) with all distributors Building sales force capability by driving recruitment, training and development to embed the right competence

Build profitability by concentrating on profitable brands and packs. Improve cold drink availability and sales in parks and open markets in Onitsha, via launching of structured hawking program with key partners Saved the business and some key accounts from losing over N20m worth of products (Slow Moving Brands), through first expire first out (FEFO) education of dealers, and re-distribution of near expiry products to high consumption accounts.

Builds sales and sales force capability via embedding coaching through right leadership, objective setting, motivation, clear communication, people management and accompaniment, to develop a highly motivated and capable team. Re-structured depots routing and operating systems, which helped to improve coverage (25 new bulk accounts recruited and call frequency) and customer satisfaction

Responsible for daily monitoring and tracking of all stations' Key Business Indicators (KBIs) for all reviewing plants' activities. Involved in the review of Ikeja plant sales and operations that saved the company NGN8m in fuel usage monthly. Reviewed the outlets' service frequencies of Enugu Urban, Basic and Awka selling territories and resource requirements, project helped to reduce operations cost and increase coverage area of depots.

Successfully handled NBC stands in 16th Enugu international trade fair and NYSC orientation camp in Enugu state Increased depot sales through conversion of unproductive/dormant Strategic Supplying Depots (SSDs) to High Volume Outlets (HVOs

Effectively managed 5 salesmen to brilliant delivery of all parameters. Initiated the hawking strategy for Cocacola PET bottles and lead the launch in Enugu in 2004.

Management training and technical induction exposure Reviewed 24 Strategic Supply Depots (SSDs) in Lagos to build coverage and profitable sales

Supervised geophysical survey, geophysical data analysis, interpretation and borehole drilling

Second Class Upper Grade