Reserve Sales Manager Job at Guinness Nigeria Plc

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Job Title: Reserve Sales Manager  

Employer: Guinness Nigeria Plc (a Diageo company / Diageo Plc)

AutoReqId: 40227BR

Function: Sales

Type of Job: Full Time – Exempt

Country: Nigeria

Level: L5 M2

Reports To: Head of Reserve

Context/Scope:

Nigeria Context

•   Nigeria is a major market for Diageo and has historically been involved in the sale and manufacture of beer, Lager, Ready to drink (RTDs) and Malt drinks within this market.

•   The Nigerian drinks market is relatively unsophisticated, but highly dynamic.Diageo Brands Nigeria (DBN) has been established to expanding Diageo's operations and portfolio of brands by venturing into the marketing and sales of Diageo's already existing rich Spirit brands.

•   The Diageo portfolio in Nigeria encompasses some of the finest liquids in existence. With a vast portfolio covering vodka, gin, Tequila, Scotch & other whiskies, the breadth and diversity of this portfolio gives Diageo a true point of difference.

Purpose of Role:

1. Brilliant Execution of Reserve Trade strategy in Trend leading accounts (TLAs) and Regional Leading accounts (RLAs)

• Identify and manage brand and sales development opportunities within the Reserve Portfolio

• Identify and manage brand distribution opportunities

• Spreading the footprint for premiums and ultra premium through working with the "best prestige" customer to unlock the premiums opportunity

• Implement Reserve portfolio sales drivers in defined outlet base

2. Great performance in Trend leading accounts (TLAs) and Regional Leading accounts (RLAs) callage and coverage

• Identify persuasion initiatives, Reserve outlet priorities and share TTL intelligence to support world class implementation of initiatives.

• Drive the development process of relevant Reserve Trade Visibility initiatives based on in-market experiences

• Provide input to assist in the development of Reserve TTL strategy

• Interpret and analyse information in respect of account, consumer, competitor activity and opportunities for sales and brand development.

3. Leadership of Reserve brands in trade

• Establish mutually beneficial annual business plans with selected Reserve outlets customers

• Conduct brand immersion and education to bar staff & consumers

• Identify and manage brand events and media exposure opportunities

• Build relationships with key media, celebrities and influential business people to translate into PR and publicity opportunities

Key Accountabilities:

1. Deliver excellent business performance on Reserve brands in Nigeria

• Develop customer plans and negotiate with key bar customers, secure contracts-including prestige bars, hotel bars, lounges, niteclubs in regions

• Visit Trend leading accounts (TLAs) and Regional Leading accounts (RLAs) customers to build outlet relationships with all staff and check compliance to the Sales Drivers

• Train and inspire outlet staff on Reserve portfolio

• Activate the Key Bar Growth Drivers through customer base

Skills, Qualifications and Experience Required:

• Graduate calibre with 3-5 years minimum relevant work experience

• Experienced driver with valid license

• Commercial experience and understanding, preferably within FMCG environment

• Good communication skills – written and verbal

• Target driven & Result oriented

• Understanding of the total alcoholic drinks market

• On Trade experience is advantageous

• Brand and Product Mastery

• Strong Customer Management and ability to understand the motivations of individual trade partners

• Ability to plan and execute activities and Passion for execution detail

• Demonstrate high level self-organisation and good time management.

• Presentation skills

• Influencing skills

• Good IT Skills – Evaluation, analysis and report writing

Barriers to Success in Role:

• Inadequate spirits knowledge

• Inability to engage and mobilise others in the organisation.

• Inability to overcome setbacks

Working Options:

• Based in a defined geographic area

• Minimum 75% Field Based

• Some Travel to the Headquarters is essential

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