Guinness Nigeria is committed to enriching the communities in which it operates

and plays a leading role in the socio-economic development of its host

communities. To ensure that efforts can be as effective as possible and are

sustainable, the company concentrates on these focus areas: the provision of

clean potable water (through the Diageo Water of Life initiative), Health and

Education.


Guinness Nigeria Plc is recruiting to fill the below position:


Job Title: Area Sales Manager

AutoReqId: 35004BR

Function: Sales

Level: L5 (M2)

Reports To: Divisional Sales Manager


Job Description


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


1. 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.

2. 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.

3. 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.

4. 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

5. 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

16th December, 2012


Method of Application Click Here