External Job Title Divisional Sales Manager
AutoReqId 30167BR
Function Sales
Type of Job Full Time
Country Nigeria
External Job Description
Job Title: Divisional Sales Manager
Level: Level 4
Reports To: National Field Sales Manager
Context/Scope:
The Diageo Sales vision is to become one of the top three most respected Consumer Packaged Goods Sales team in every market we operate in 2011.
Nigeria is the third biggest Guinness market in the World and the leading African Market for Malta Guinness and Harp.
Dimensions:
Financial
Responsible for Divisional Field Sales Force Overhead budget and effective use of all Marketing spend used by sales force;
Market Complexity
Division geographically based with Sales force including Area sales managers, RDM’s, BDM’s etc.
Leadership Capabilities
Stand for what you feel is right for the individual, team and market on a National basis to ensure a solution fit for market and Diageo globally.
Overcome objections by creating ideas and opportunities to enable you and others to go beyond the existing situation.
Be an ambassador for the development of teams’ capabilities and Sales Destination 2011 programs
Build alignment and commit to delivering outstanding relationships as a great coach.
Move effectively between the strategic and operational detail. Builds timeframes and allocates resources to address capability gaps.
Demonstrate self-awareness and commit to growing your own capabilities. Actively seeks feedback and acts upon it.
Functional Capabilities
Managing Relationships
Distributor Management
Commercial Planning
Sales Drivers
Trade Strategy
Purpose of Role
Role is responsible for Overall management and delivery of Business goals within the division.
Input into the sales force capacity planning in terms of cycle planning and activities
Utilises time in trade to drive the accountability of Area Sales Managers to deliver coaching standards
Utilise the Intouch management suite and reports to support understanding of coaching needs and divisional opportunities to be addressed
Actively champions and promotes data quality management.
Ensures the Diageo 8×6 Structured call is fully embedded within the sales force using Intouch
Proactively utilises Intouch information to query sales managers on achievement of agreed objectives and targets
Embeds insight generation capabilities throughout the Sales Managers and Sales Operations function.
Is visible advocate for on the job sales coaching through trade visits and days in trade coaching sales reps and sales managers
Top 3-5 Accountabilities
Achieve profitable volume/market share target for the Division
Ensures achievement of sales drivers objectives for Division
Responsible for business growth and capability development of key trade partners within the division.
Qualifications and Experience Required
Graduate with 5-10 years minimum commercial expertise gained across Consumer Marketing and / or Sales Management. Particularly critical is previous experience of Field Sales or other customer facing roles.
Previous experience of leading / managing others, delivering results through teams.
Barriers to Success in Role
Inability to spend time in the Field with the team members.
Flexible Working options
Role will be based in one of the Divisional offices, with Field work and will require flexible working times, working late into the night and weekends.
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