External Job Title :Regional Sales Manager – DBN
AutoReqId: 27250BR
Function Field: Sales
Type of Job :Full Time
Country: Nigeria
External Job Description
Job Title: REGIONAL SALES MANAGER- SPIRITS
Level: L5 (M1)
Reports To: NATIONAL SALES MANAGER
Context/Scope:
Diageo is on a journey to become a more customer-centric organization and has the firm ambition to be rated by its customers as a TOP3 CPG and the undisputed #1 in the On-Trade. This will only be possible if our relationships with our commercial partners are fundamentally different than they are today and if the entire organization puts a much greater customer focus into everything we do.
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 relatively unsophisticated, but highly dynamic. In that regard, Nigeria represents the greatest spirits growth opportunity available on the continent. 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 field sales team demonstrating industry leadership via:
- Translating Trade Strategy and Brand Game Plans into a world class commercial plan
- Brilliant Execution of commercial plans and Sales Driver Activities
- Winning the Consumers & Shoppers at moment of purchase via understanding of consumer needs and
- Ensuring DBN is the preferred Trade Partner
Dimensions:
Financial
Accountability and Responsibility for:
· Regional Field Sales Force Overhead budget
· A&P budgets allocated from Marketing to Field sales.
· Tactical operating budget
· POS
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.
Functional Capabilities
The role is responsible for the Spirits regional field sales leadership within the DBN business. Leadership and Sales Functional capabilities are expected to be at a level commensurate with the role.
Purpose of Role:
To lead, motivate and develop the regional Spirits sales structure to deliver the annual operating plan in line with the long term strategy.
Top 3-5 Accountabilities:
Deliver Annual Operating Plan
Lead trade & customer strategy at the Region to develop customised annual plan to deliver financial and volume targets for priority brands.
Develop and activate annual customer account plans (JUBP) to support the delivery of business goals.
Excellent execution in the implementation of business plans, trade term compliance, cycle activation and category management
Attract, Develop and Retain Great Talent
Build Business Development Executives’ functional and leadership capability via agreed training programmes, both classroom and In Field
Ensure all team members have a clear understanding of their performance objectives and that processes are in place for development
Measurement
Delivery of NSV, Vol and TP plan targets via AOP
Deliver marketing plans via Market share data and Brand health scores
Growth of partnerships via JUBP
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
§ Ability to negotiate with customers and distributors
§ Good communication skills –written and verbal
§ Good IT skills
Barriers to Success in Role:
Inability to….
· Work collaboratively across the broader organisation.
· Translate business goals into specific national or regional territory objectives
Flexible working options:
Based in a defined geographical area.
Minimum 80% Field Based
Some travel to HQ essential
Click here to Apply for Job
0 comments:
Post a Comment