EXTERNAL JOB TITLE: REGIONAL DISTRIBUTOR DEVELOPMENT MANAGER – WEST/EAST
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 /program 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 program Defines
coverage strategy for different channels in the Region to maximize 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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