National Key Accounts Manager at Guinness Nigeria Plc

Diageo's vision is to become the Number 1 and most respected Consumer Goods Company in every market we operate and the Sales team is a critical contributor to the achievement of this vision.

Guinness Nigeria is the biggest Guinness market in the World and the leading African Market for Malta Guinness and Harp. The Nigerian drinks market is relatively unsophisticated, but highly dynamic.

Job Title: National Key Accounts Manager

AutoReqId 36238BR
Function Sales
Reports To: Trade Development Director

Purpose of Role

• To lead, manage and develop the key account structure in Guinness Nigeria in order to deliver the profit, volume and brand objective.
• The primary focus of this role will be to develop and implement business plans for key wholesale and retail off-trade customers.
• These business plans will be geared towards identifying, building and maintaining relationships with key off-trade customers in order to maximize sales and profit and to ensure proper execution of pricing and promotional programs.

Key Accountabilities

• Plan and implement a National Key Account Strategy
• Plan and implement a relationship development plan and coverage model to provide value
• Deliver commercially viable Sales proposals and manage the pipeline of opportunities
• Build and execute sales forecasting and ensure proper execution of pricing, promotional programs and Customer Marketing Agreements (CMA) or channel pricing
• Define space and cold management plans with each customer and drive category management/captaincy
• Drive performance and satisfaction measurement with customers and sales leadership
• Contributes to the Business Planning process, particularly with regards to category strategy and trade strategy

Qualifications and Experience

• Graduate caliber
• 10 years strong track record of commercial expertise gained across Consumer Marketing and / or Sales Management
• Experience in Key Accounts Management particularly in FMCG is essential
• Previous experience in field Sales or other customer facing roles
• Strong leadership and communication skills –written and verbal
• Good understanding of Diageo Way of Selling Capabilities and tools
• Strong coaching, influencing skills and negotiation Skills
• Ability to manage strong and difficult relationships
• Previous exposure to strategy development
• Strong project management skills, commercial and financial capability

Barriers to Success in Role

• Lack of key accounts management experience
• Inability to manage difficult relationships/people
• Ineffective planning and execution of brand and account activity

Flexible Working options
Based at HQ in Lagos - Head office 20% of time, In-trade 80% of the time

Application Closing Date
26th March, 2013

Method of Application
Interested and qualified candidates should:
Click here to apply online