External Job Title Area Performance Manager
AutoReqId 42839BR
Function Sales
Type of Job Full Time – Exempt
Country Nigeria
External 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.
Purpose of Role
To drive distributor development programmes through the management of a data driven TBB depletion approach.
To collate, analyse and produce accurate reports on all distributor development activities.
To manage Area assets and Staff Admin
Top Accountabilities
Responsible for overall depletion (Retail & Wholesales) data management as well as generating insight to drive enhanced performance
To produce and review insight generating monthly performance KPI Dashboard in line with our new way of working
To analyse and review distributor performance against agreed KPIs
Dimensions
Financial
Responsible for identifying Capex Budget for Distributor development required for individual territories.
Control of financial payments made to distributors based on results delivered against any agreed KPIs linked to incentives.
Implements territory partners’ joined up business & capability plans.
Market Complexity
Reports to the Territory Development Manager.
Responsible for the development of distributor infrastructure, capability training and potential recruitment of distributor organization in conjunction with sales capability team.
Owns territory performance standards and tracks, reports & analyses.
Manages territory assets & staff admin.
Leadership Responsibilities
Leadership Capabilities
Must be able to influence, inspire and drive performance without having direct management responsibility for distributor or GN staff.
Functional Capabilities
Managing Relationships – Developing
Distributor Management – Developing
Commercial Planning – Baseline
Sales Drivers – Experienced
Trade Strategy – Developing
Qualifications and Experience Required
A strong track record in Sales ideally with minimum 2 years’ experience in more than one area of Sales including customer or distributor facing roles.
A good understanding of all Diageo Way of Selling Capabilities with the ability to work with distributors to apply these.
Good commercial understanding and market knowledge.
Basic levels of financial and P&L literacy as well as strong planning
Barriers to Success in Role
Inability to inter-face with key stake holders across function
Inability to read and generate insight from data for enhanced performance.
Fails to identify risk areas and put in place an effective mitigation plan
Flexible Working options
Based at distributors office
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