Job Position: National Key Accounts Manager
AutoReqId 27544BR
AutoReqId 27544BR
Job role -Field sale
Location - Nigeria
External Job Description
External Job Description
Reports To: National Field Sales Manager-West
Purpose of Role:
To direct, manage and develop the key account structure in Guinness Nigeria in order to deliver the profit, volume and brand objective. Key account management is needed to shift perceptions from a commodity to a value-add and partner relationship.
Top 3-5 Accountabilities:
Plan and implement a National Key Account Strategy
Deliver the off trade strategy across Key Accounts.
Define space and cold management plans with each customer
Plan and implement a relationship development plan, and coverage model to provide value.
Manage the pipeline of opportunities, including the promotional plan with each customer, at least Qrtly in advance
Performance/Satisfaction Measurement, with customers, direct reports and sales teams.
Context/Scope:
The Diageo Sales vision is to become one of the top three most respected Consumer Packaged Goods Sales team in every market we operate in 2011. 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.
The primary focus of this role will be to develop and implement business plans for key wholesale and retail off-trade customers. These business plans will be geared towards identifying, building and maintaining relationships with key off-trade customers in order to maximize sales and profit and to ensure proper execution of pricing and promotional programs. This will include product promotions within the off-trade accounts in order to maximise brand awareness and bottom line growth.
The National Key Account Manager is also responsible for:
· Developing the right activity for the appropriate brand and outlet type that will maximise return on investment through enhanced volumes.
· Contributing to the JUBP process – particularly with regards category strategy and trade strategy
· Accountability for A&P spent within its channel.
The National Key Account Manager is also responsible for:
· Developing the right activity for the appropriate brand and outlet type that will maximise return on investment through enhanced volumes.
· Contributing to the JUBP process – particularly with regards category strategy and trade strategy
· Accountability for A&P spent within its channel.
Qualifications and Experience Required:
Graduate with 5-10 years minimum commercial expertise gained across Consumer Marketing and / or Sales Management. A strong track record in Sales at a management level, with experience in at least two areas of Sales. Particularly critical is previous experience of Field Sales or other customer facing roles.
Strong leadership and communication skills – written and verbal
Strong capability and able to coach others in Sales Drivers, Managing Relationships (including negotiation skills), Sales Force Effectiveness, Outlet Segmentation, JUBP and Targeted Trade Investment. These roles are particularly important in championing the Responsible Drinking agenda through the Field
Previous experience of leading / managing others, delivering results through teams and strong track record as a coach. Experience of change management is particularly valuable.
Previous exposure to strategy development is valuable. Strong project management skills, commercial and financial capability are important.
Barriers to success in role:
· Ineffective planning and execution of brand and account activity
Inability to plan and implement strategically.
Loss of personal integrity.
Flexible working options:
· Based at HQ in Lagos.
· Head office 20% of time, in trade 80% of the time.
· Head office 20% of time, in trade 80% of the time.
No comments:
Post a Comment