External Job Title Distributor Development Manager – Spirits
AutoReqId 31373BR
Function Sales
Type of Job Full Time
Country Nigeria
External Job Description
Job Title: Distributor Development Manager – Spirits
Level: L5 (M1)
Reports To: National Distributor Development Manager
Context/Scope:
Diageo is on a journey to become a more customer-centric organization. Nigeria is a major market for Diageo and has historically been involved in the sale and manufacture of beer, Lager, RTDs and Malt drinks within this market.
The Nigerian drinks market is highly dynamic. In that regard, Nigeria presents a great spirits growth opportunity. Diageo Brands Nigeria (DBN) has been established to expand Diageo’s operations and portfolio of brands by venturing into the marketing and sales of Diageo’s already existing rich Spirit brands.
A key contributor to the success of the DBN strategic plan is an effective distributor development sales team demonstrating industry leadership via translating Trade Strategy and Brand Game Plans into a world class commercial plan and winning the Consumers & Shoppers and retailers at moment of purchase via understanding of consumer/retailer needs.
- Dimensions:
a) Financial
Accountability and Responsibility for the Regional Distributor Sales Force Overhead budget, A&P budgets allocated from marketing to distributor development sales, Tactical operating budget and POS items.
b) Market Complexity
The Nigerian Liquor landscape is complex with major challenges; high import tariffs on spirits and an immature retail market. The development of the route to market will be key to unlocking the potential of the Diageo spirits portfolio.
There is a developed formal On trade channel in the major urban areas whilst opportunities for spirits within the broader TBA business are as yet unrealised.
c) Leadership and Functional Responsibilities
Leadership
Embody all the Diageo values
Functional Capabilities
The role is responsible for the Spirits regional distributor development sales leadership within the Guinness Nigeria business and will lead, implement and execute marketing strategic plans at distributor and wholesale at the regional level and be accountable for the execution of priority sales drivers. He or she will also be responsible for the relationship between Diageo Spirits and our key distributors.
Purpose of Role
To lead, motivate and develop the regional distributor development sales structure to deliver the annual operating plan in line with the long term strategy.
Top 3-5 Accountabilities
Deliver Annual Operating Plan – Lead wholesale & distributors’ management strategy at the Region to develop customised annual plan to deliver financial and volume targets for priority brands and excellent execution in the implementation of business plans, trade term compliance, cycle activation and category management at wholesale.
Attract, Develop and Retain Great Talent – build people management capability by engaging in personal growth and development of Business Development Executives. Ensure 50% of time on accompaniment.
Measurement – deliver marketing plans via Market share data and Brand health scores and ensure satisfactory audit reviews in Controls, compliance and governance
Qualifications and Experience Required
Graduate with 5 years minimum commercial expertise gained across Sales/ Consumer Marketing or Sales Management.
Good people management skills
Good track record in sales
Barriers to Success in Role
Inability to build relationships with a diverse range of internal and external partners and translate business goals into specific territory objectives
Flexible Working options
Role is based in a defined geographical area with minimum of 80% field presence.
HOW TO APPLY
Log on to www.diageo.com &
Click on ‘Careers‘
Click on ‘SEARCH & APPLY’, Click on ‘SEARCH OPENINGS‘ go to ‘key word‘ (Box 5) and enter the Ref No
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