AUTOREQID 33884BR
FUNCTION: Sales
TYPE OF JOB: Permanent
COUNTRY Nigeria
JOB TITLE: REGIONAL DISTRIBUTOR DEVELOPMENT MANAGER – WEST/EAST
LEVEL: Level 4
REPORTS TO: Head of Distributor Management
LOCATION: Lagos and Benin
CONTEXT/SCOPE
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.
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.)
QUALIFICATIONS AND EXPERIENCE REQUIRED
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
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