Sales Manager - Lagos

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Thursday, 8 October 2015
Guinness Nigeria Plc (Sales Manager)
Guinness Nigeria Plc - We are Guinness Nigeria, member of Diageo Plc the world's leading premium drinks business with an unrivalled collection of beverage alcohol & non-alcohol brands across the Spirits, Wine & Beer categories.


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. We put the customer at the heart of everything we do, and through this, will deliver sustained, mutual growth for our brands, categories, customers and partners. Will you partner with us on this journey?

We are recruiting to fill the position below:
Job Title: Area Sales Manager

AutoReqId: 42956BR
Location: Nigeria
Reports To: Divisional Sales Manager

Dimensions
a) Financial
Responsible for Area Field Sales Force Overhead budget and effective use of all Marketing spend used by sales force.

b) Market Complexity
Area geographically based with total Sales force of about 9 employees, part of a Divisional Team with about 6 Area Sales Managers.

c) Leadership and Functional Responsibilities

Leadership Capabilities:
Must be able to influence, inspire and drive performance across Distributor and Guinness Nigeria staff, embodying the Diageo leadership capabilities.

Functional Capabilities
Managing Relationships; Distributor Management; Commercial Planning; Sales Drivers; Trade Strategy

Purpose of Role
The Area Sales Manager is accountable for achieving brilliant execution with customers through leading an Area Field Sales teams.

Key Accountabilities
Drive achievement of profitable volume/market share target for the Area via delivery of sales drivers for the Area.
Ensure Retail Redistribution Scheme within the area is fully reviewed and managed.
Coaching of Retail Development Managers to ensure effective delivery.
Ensure maximum utilization of the Intouch tool to drive efficiency and effectiveness
Ensures brilliant execution of customer marketing/marketing promotional activity by ensuring the right outlets are selected, agencies are adhering to our standards.

Standard of Excellence/ Intouch Responsibilities
Plan - Ensuring that all sales objectives are strategically aligned; support sales leaders where relevant with the process of defining, managing and cascading targets throughout the sales force.
Execute - build the Structured Selling capabilities ensuring that Sales Representatives execute the 8 steps of the call with every customer; ensures all Sales Representatives use the Intouch PDA effectively.
Measure - review Intouch information on sales representative performance vs targets at a minimum two times per week, act as a custodian of the Data in the system, actively ensuring that in market data guidelines and processes are adhered to.
Insight - use reports and data from the Intouch management suite in order to generate commercial insights and drive execution of these opportunities through the sales teams
Inspire- act as a trainer and deliver the Managing Relationships programme as part of the yearly sales capability plan / induction process, ensure all development, coaching & feedback is embedded within the appraisal process

Skills, Qualifications and Experience Required
Graduate calibre with a minimum of 5 years experience gained across sales/consumer/customer marketing. Previous experience of Field Sales or other customer facing roles is compulsory.
Previous experience of coaching/leading others and getting results through teams
Strong commercial acumen
Computer literate
Excellent Communication skills

Barriers to Success in Role
Essential to spend time in the Field with the team members and customers-need to stay in touch with the market

Working Location
Role is based in a defined geographical area, with minimum of 80% Field work, some travel to Divisional Office essential.
Role holder must be willing to work weekends and long nights

Application Closing Date
October 20th 2015

APPLY HERE

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