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Job description
Level: L6 (M3) Reports To: Area Development Manager Context/Scope
The Diageo Sales vision is to become one of the top three most
respected Consumer Packaged Goods Sales teams in every market we
operate. Our goal is to be ‘winning at the moment of choice’ to ensure
we are winning bigger and beating the competition. This along with
putting the customer at the heart of everything we do will deliver
sustained, mutual growth for our brands, categories, customers and
partners.
Guinness Nigeria operates a Total Beverage Business (TBB). A key contributor to the success of the GNPLC strategic plan is an effective & flexible field sales force demonstrating industry leadership in both volume driving & brand building activity and brilliant execution of our sales drivers in trade.
Purpose of Role To deliver the sales targets through sales drivers activation, grow the capability and drive amazing relationship with our core wholesalers.
§ Responsible for all preferred wholesalers in the territory
§ Develop smaller wholesalers as applicable
Dimensions a. Financial:
Responsible for personal overhead budget, Tactical Budget in territory, Point of Sale (POS), Management of wholesaler loyalty scheme
b. Market Complexity:
Individual territory geographically based. Work with wholesalers within Territory
c. Leadership and Functional Responsibilities:
Must be able to influence, inspire and drive performance
Leadership Capabilities · Be Authentic – Stand for what you feel is right for the individual, team and market on a local basis to ensure a solution fit for market and Diageo globally. Build and sustain trust with others through real relationships
· Find Solutions – Overcome objections by creating ideas and opportunities to enable you and others to go beyond the existing situation. Stand in the future for both the market and Diageo to shape that future. Work within and outside of established approaches
· Connect to the Diageo purpose – Be an ambassador for the development of team’s capabilities. Passionate about delivering results through others to drive significant business benefits
· Manage people for success – Build alignment and commit to delivering outstanding relationships.
· Consistently deliver great performance – Stay focused on the priorities and demonstrate rigor and brilliant execution.
· Grow yourself – demonstrate self-awareness and commit to growing own capabilities. Actively seeks feedback and acts upon it.
Functional Capabilities · Managing Relationships: Experienced
· Wholesalers Management : Developing
· Commercial Planning: Baseline
· Sales Drivers: Experienced
· CDOS: Developing
· Trade Strategy. Developing
Top Accountabilities
§ Good commercial understanding, P&L literacy, strong numerical skills, a high level of computer literacy and previous experience of financial/data are important.
§ Good communication skills –written and verbal. Good interpersonal skills
§ Healthy and physically fit.
§ Experienced driver with valid license
Barriers to Success in Role § Inability to spend essential time in the Field with customers and consumers and working in a highly competitive environment.
§ Not ready to adapt to flexible working conditions
Flexible Working options Based in a defined geographical area.100% Field Based
Guinness Nigeria operates a Total Beverage Business (TBB). A key contributor to the success of the GNPLC strategic plan is an effective & flexible field sales force demonstrating industry leadership in both volume driving & brand building activity and brilliant execution of our sales drivers in trade.
Purpose of Role To deliver the sales targets through sales drivers activation, grow the capability and drive amazing relationship with our core wholesalers.
§ Responsible for all preferred wholesalers in the territory
§ Develop smaller wholesalers as applicable
Dimensions a. Financial:
Responsible for personal overhead budget, Tactical Budget in territory, Point of Sale (POS), Management of wholesaler loyalty scheme
b. Market Complexity:
Individual territory geographically based. Work with wholesalers within Territory
c. Leadership and Functional Responsibilities:
Must be able to influence, inspire and drive performance
Leadership Capabilities · Be Authentic – Stand for what you feel is right for the individual, team and market on a local basis to ensure a solution fit for market and Diageo globally. Build and sustain trust with others through real relationships
· Find Solutions – Overcome objections by creating ideas and opportunities to enable you and others to go beyond the existing situation. Stand in the future for both the market and Diageo to shape that future. Work within and outside of established approaches
· Connect to the Diageo purpose – Be an ambassador for the development of team’s capabilities. Passionate about delivering results through others to drive significant business benefits
· Manage people for success – Build alignment and commit to delivering outstanding relationships.
· Consistently deliver great performance – Stay focused on the priorities and demonstrate rigor and brilliant execution.
· Grow yourself – demonstrate self-awareness and commit to growing own capabilities. Actively seeks feedback and acts upon it.
Functional Capabilities · Managing Relationships: Experienced
· Wholesalers Management : Developing
· Commercial Planning: Baseline
· Sales Drivers: Experienced
· CDOS: Developing
· Trade Strategy. Developing
Top Accountabilities
- Achieve profitable volume/depletion targets for wholesalers by driving sales to wholesalers and ensuring sales out of the wholesalers.
- Build amazing relationships with key wholesalers to achieve profitable business result for GN in assigned territory and ensuring they are strongly and emotionally connected with GN
- Source for Guinness Distribution Centre (GDC) vendors and mange GDC operations. Ensure GN Party Service standards are adhered to and weekly target achieved
§ Good commercial understanding, P&L literacy, strong numerical skills, a high level of computer literacy and previous experience of financial/data are important.
§ Good communication skills –written and verbal. Good interpersonal skills
§ Healthy and physically fit.
§ Experienced driver with valid license
Barriers to Success in Role § Inability to spend essential time in the Field with customers and consumers and working in a highly competitive environment.
§ Not ready to adapt to flexible working conditions
Flexible Working options Based in a defined geographical area.100% Field Based
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