AutoReqId: 28413BR
Function: Sales
Type of Job: Full Time
Country: Nigeria
Level: Level 5 (M2 benefit)
Reports To: DIVISIONAL SALES MANAGER
Context/Scope:
Nigeria Context
- GNPLC is a major market for Diageo
- 8 million HL Beer Market
- No 3 in World for Guinness – No 1 for FES
- Leading African Market for Malta Guinness and Harp
- 3 Breweries in Nigeria
- Total sales team of over 250
Leadership and Functional Responsibilities:
- Must be able to influence, inspire and drive performance across Distributor and GN staff.
- Be Authentic
- Find Solutions
- Connect to the Diageo purpose
- Manage people for success
- Consistently deliver great performance
- Grow yourself
Functional Capabilities:
- Managing Relationships: Experienced
- Distributor Management: Experienced
- Commercial Planning: Baseline
- Sales Drivers: Experienced
- CDOS: Developing
- Trade Strategy. Developing
Purpose of Role:
Top 3-5 Accountabilities
- Drive achievement of profitable volume/market share target for the Area via delivery of QVDPPP sales drivers for the Area. Ensure RRS scheme within the area is fully deployed and standards maintained as per guidelines from retail redistribution manager.
- Ensures contact with all Key Distributors and min top 5 wholesalers of each Distributor. Holds regular business reviews with key distributors focusing on growth drivers and delivery against distributor platform for growth program. Works with DFS/Treasury managers to ensure DFS scheme is well run with no returned cheque. Works with distributor operations to ensure the agreed KPIs are delivered by distributors.
- Identifies training needs of BDM’s/RDM’s, works with Training Dept and HR to build sales capability and ensure a talent pipeline
- Ensures brilliant execution of customer marketing/marketing promotional activity by ensuring the right outlets are selected, agencies are adhering to our standards ,constant review of what is working and on time in full delivery of reporting.
Qualifications and Experience Required
- A graduate with minimum 3-5 years experience gained across sales/consumer/customer marketing.
- A strong track record in Sales preferably in more than one area.
- Particularly critical is previous experience of Field Sales or other customer facing roles.
- A good understanding of all Diageo Way of Selling Capabilities and tools and how these interact together to deliver brilliant execution in Field Sales.
- Strong capability and able to coach others in Sales Drivers, Outlet Segmentation, Managing Relationships including structured call, persuasive selling and brand passion.
- This role requires a strong understanding of how to champion responsible drinking at the outlet level.
- Previous experience of coaching/leading others and getting results through teams as well as good commercial understanding, strong numerical skills, a high level of computer literacy are important.
- Previous experience of working with other parts of Sales and/or other functions is particularly valuable.
- Good communication skills –written and verbal
- Good IT skills
