Guinness Nigeria (GN) Plc is a major market for Diageo and the No. 1 in the world for Guinness Foreign Extra Stout. GN is also the leading African market for Malta Guinness and Harp. A key contributor to the success of Guinness Nigeria’s strategic plan is an effective Route to Consumer for all our Brands, both On and Off Trade.
Job Title: Regional Distributor Development Manager – West/East
Level: Level 4
AutoReqId: 33884BR
Function: Sales
Type of Job: Permanent
Reports To: Head of Distributor Management
Location: Lagos and Benin
Dimensions
a) Financial:
The role is responsible for the CAPEX Budget for Distributor Vehicles required for the region.
b) Market Complexity:
The Nigerian drinks market is relatively unsophisticated, but highly dynamic with 90% On-trade and 10% Off-trade beer accounts. The Beer market has a growing Multiple Retailers with direct delivery via distributors and wholesalers who also sell competitor brands.
c) Leadership Responsibilities:
Leads a team of Distributor Development Managers for assigned region to drive the distributor development plan and embed the new ways of working with current and future distributors
Purpose of Role
The Regional Distributor Development Manager has accountability for providing leadership to achieve GN’s Route to Market strategy within a Region and drive our strategy and plans with Distributors and Wholesalers/Stockists. The role is based in the Region with 60% time spent on the field.
Top Accountabilities
- Drives achievement of profitable volume, market share & distribution targets by ensuring that distributors are optimally managed to agreed stock levels/targeted volumes
- Tracks Distributors’ operations to ensure they are in line with agreed Distributor Standard Operating System
- Ensures all conditions in place locally to make warehousing development, forklifts capability, other supply chain and warehouse management principles are applied at Distributors
- Monthly tracking of distributors’ infrastructure/development plans
- Ensures that the Distributor Finance Scheme is well run and there are no returned cheques
- Delivers capability development /programme to improve distributor’s efficiency and development
- Ensures Robust Joint Up Business Plans are in place and reviewed monthly with all Distributors
- Leads the deployment of “License to sell” for Van Sales Men (VSM). Participates in training and potential recruitment of Van Sales Men in conjunction with Sales Capability team
- Identifies and recruits the most suitable and capable trade partners
- Deploys and manages distributor contracts for the region
- Develops and drives the success of Wholesaler programme
- Defines coverage strategy for different channels in the Region to maximise the opportunity for all SKUs
- Defines and manages distributor engagement process (frequency, metrics, etc.)
Barriers to Success in Role
- Lack of determination to achieve and drive high standards
- Inability to deal and manage tough but constructive feedback with all levels of distributors and GN staff
- Unwilling or unable to travel and accompany staff in field – the role is 60%+ field based
- Unable to deal with change constructively
- Poor communication skills
- Poor training and coaching abilities
Qualifications / Experience
- Graduate with 10-15 years commercial expertise gained across Consumer Marketing and / or Distributor Management
- Strong understanding of Distributor and Channel Management
- Understanding of Sales, supply chain, logistics and finance
- Experience of managing large remote teams
- A motivational coach and leader
- Great People and Influencing Skills
- Great communication skills –written and verbal
- Good analytical skills
Application Closing Date
13th September, 2012
Method of Application
Interested candidates should:
Click here to apply online
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