Job Title: Distributor Development Manager
AutoReqId: 37059BR
Location: Lagos, Aba and Jos
Employer: Guinness Nigeria Plc (a Diageo company)
Function: Sales
Type of Job: Full Time – Exempt
Level: Level 5(M2)
Reports To: Regional Distributor Development Manager
Purpose of Role: – The Distributor Development Manager (DDM) has accountability for developing and sustaining amazing outcomes with our key distributors. – They develop and drive our joint strategy and plans with distributors, have direct performance and Profit & Loss responsibility and a strong focus on working with distributors to develop the capability within their organisations. – These roles operate at the market, cluster or region level depending on the size and complexity of both the market and the distributor.
Key Accountabilities:
1. Deliver Plan – Shipments and depletion by Distributor volume
2. Build distribution by ensuring that all key performance indicators (KPIs) are achieved – such as the Van Sales Man volume /distribution, depletion etc
3. Optimise Distribution Operations: Support distributor to develop Annual Business Plan, Profit & Loss and ensuring optimal financial health of distributor
4. Deliver the Key Performance Indicators on warehousing & Aligned business plan for infrastructure development
5. Build Distributor Capability: Deploy and deliver on growth programs and follow up with agreed action plan to move up distributor capability through the growth levels
6. Safety & Compliance: Drive the safety culture and engage distributors on health and safety.
Skills, Qualifications and Experience Required:
• Graduate calibre with a strong track record in Sales at a management level ideally with experience in at least two areas of Sales including customer or distributor facing
• A good understanding of Distributor Management, Targeted Trade Investment and Customer/Channel Profitability
• Previous experience of managing/leading teams either directly or indirectly and a strong track record as a coach
• Ability to set a vision and inspire our distributor partners and internal stakeholders
• Good commercial understanding, Profit & Loss literacy, strong numerical and analytical skills, a high level of computer literacy and competent experience of financial/data interpretation
• Presentation and coaching skills
• Proficient use of Microsoft office suite especially excel
Barriers to Success in Role:
• Lack of determination on achieving and driving high standards
• Lack of commercial acumen, strong numerical and analytical skills
• Poor communication skills
• Inability to effectively manage senior stakeholders
• Poor training and coaching abilities
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