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Business Development Manager at Guinness Nigeria Plc

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
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.
  • 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:
  • Essential to spend time in the field with customers and consumers
  • Essential to stay in touch with the market and the competition
Flexible working options:
  • Based in a defined geographical area.
  • 100% field based
  • Some travel to Divisional Office is essential

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