Soji Awotiwon

Experience

• 

  RB

  Nov 2005 - Jul 2011

  Member of the global project team that recommended fit for future route to market for Reckitt Benckiser Nigeria. Scope of work delivered over a period of 6 months included:o Detailed study of Nigeria retail landscape and assessment of market share growth opportunitieso Assessment of degree of freedom and resource allocation across channelso Time and motion study of sales team (Company and distributors)o Competition benchmarking on route to market, trade margin and sales structure.o 4Ps assessment across key channels and geography o Breakeven analysis of RtM recommendation.Revived the struggling operation of the largest distributor (~22% of the business) on the verge of collapse to a turn-around success story - Revamped direct to retail operation, optimised opportunity in wholesale and developed the distributor sales team to high-performance team.Developed the proof of concept for Salesforce automation through a pilot with two distributors which enabled the company to roll out successfully in subsequent years Show less Had category and channel responsibilities to support the achievement of brand KPIs of net sales, in-market sales, numeric & weighted distribution and market share growth through the sales teamSupported distributors to acquire relevant operating licences/permits to sell pharmaceutical products in preparation for launch of Strepsils (first OTC product launched) and in addition co-ordinated the training of 200 distributor sales reps on basic OTC selling and merchandising skills.Championed companywide initiative to correct 4P gaps in Top 1000 retail outlets in Nigeria accounting for 18% of net sales. Top stores delivered +42% growth (vs. average growth of +30% in other stores). Show less

  • RTM strategy manager, Area sales manager, SFA project manager

    Jan 2010 - Jul 2011

  • Trade Marketing Manager

    Jan 2008 - Dec 2009

  • Territory Sales Manager

    Nov 2005 - Dec 2007
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  Guinness Nigeria

  Jul 2011 - Dec 2012

  Regional Distributor Manager, Distributor Development Manager

  Accountable for delivery of 50% of company’s volume target. Enhanced capability of distributor partners in line with set development framework and enabled fit for future distributor partners to acquire relevant income-generating assets without impact on their working capital through an asset finance scheme.

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  Coca-Cola Hellenic Bottling Company

  Jan 2013 - Oct 2014

  Category Manager I Trade marketing Manager I Stills Operations Manager

  Led the development and execution of medium and long-term plans/initiatives for Coke to support the achievement of volume, distribution and market share. Co-ordinated trade marketing activity planning and POS deployment to support achievement of brand objectives. Ensured plans are robust and sufficient enough to support the achievement of volume target. Developed fit for purpose RTM strategy for water and juices to support the achievement of long-term goals.

• 

  GSK

  Nov 2014 - Jul 2024

  Had responsibility for achievement of net sales, in-market sales, operating profit and stock norm in Nigeria, Ghana and GambiaIdentified opportunities in tier 2 and 3 cities in Nigeria and revamped route to market to cover the white spaces leading to 15% increase in direct coverage and 22% uplift in secondary sales.Spearheaded the change in the Go-to-market of newly acquired brands from a single distributor import model to company managed expansive model leading to the business growing over 5x in one year. Show less Led the development and execution of category and channel plans plans/initiatives to support the achievement of net sales target and other brand KPIs.Designed and drove implementation of guidelines for managing trade activity, third party led activation and point of sales materials development across West AfricaAssessed pricing opportunity in the Drinks value chain by reviewing trade margin and price points, and then recommended for implementation Ex-plan price increases leading to FY growth impact of 4%. Show less

  • Commercial Director

    Jul 2022 - Jul 2024

  • Sales Director - East and West Africa

    Jan 2022 - Jul 2022

  • Sales Director - West Africa I Nigeria

    Jan 2017 - Dec 2021

  • Head, Customer and Shopper Marketing

    Nov 2014 - Dec 2016
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  The Coca-Cola Company

  Jul 2024 - now

  Senior Director, Franchise Operations

  Provide system leadership and co-ordination across the supply chain to achieve Nigeria's volume, net revenue and market share objectives through leading the development and execution of an aligned business plan.