Business Development Manager at Guinness Nigeria Plc

Posted by Oct - 5 - 2011 0 Comment

Guinness Nigeria Plc (GNPLC) is one of the largest listed companies in Nigeria. It produces markets and sells alcoholic and non-alcoholic beverages in Nigeria. It is a subsidiary of Diageo Plc, the global alcoholic drinks company.

Job Title: Business Development Manager

AutoReqId: 29424BR

Function: Sales

Type of Job: Full Time

Level: L6 (M3)

Reports To: Distributor Development Manager

Context/Scope:

Guinness Nigeria PLC (GNPLC) is a major market for Diageo

The Nigerian drinks market is relatively unsophisticated but highly dynamic.

A key contributor to the success of GNPLC strategic plan is an effective & flexible field sales force demonstrating industry leadership in both volume driving & brand building activity.

Dimensions:

Financial

Responsible for personal overhead budget
Tactical Budget in territory
POS
Management of DFS scheme

Market Complexity

Individual territory geographically based. Work with a number of Distributors up to a maximum of 10.

Purpose of Role:

Primary responsibility for managing business relationships with distributors and key wholesalers to deliver GNPLC sales volume expectations.

Top 3-5 Accountabilities:

Achieve profitable volume/market share target for the Territory by driving sales out of the distributors.
Building profitable relationships with key wholesalers and ensuring they carry our target portfolio within the territory.
Manage recommended Price Compliance in Distributors and wholesalers
Build capacity of distributor/wholesaler organisation to deliver sustainable business growth
Ensures RRS scheme is deployed to gain full return on our investment by working with RDMs/Distributors to ensure early truck out, records, business reviews.
Works with Relationship managers to ensure DFS scheme is well run with no returned cheques
Ensures regular monthly full business reviews with all Distributors and min top 5 wholesalers of each Distributor
Works with DDM, Sales Capability and HR to develop capability of the distributor organization.
Ensure effective customer/ business development to counter competitive activities in the territory

Qualifications and Experience Required:

Graduate with minimum 3 year commercial expertise gained across Sales / Consumer Marketing or Sales Management with a good track record of performance. Previous experience in a direct customer facing role is valuable.
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: