Job Title: Regional Distributor Development Manager – West/East
AutoReqId: 33884BR
Location: Lagos and Benin
Organisation: Guinness Nigeria Plc (a member of Diageo)
Function: Sales
Type of Job: Permanent
Level: Level 4
Reports To: Head of Distributor Management
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
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
Regional Distributor Development Manager Job (http://www.jobnavy.com/job/7771/regional-distributor-development-manager-job-at-guinness-nigeria-plc/)