Job Title: District
Development Manager
Requisition ID:
WD160390
Position: Full
time
Functional area:
Sales
Location: Lagos,
To Be Determined
Required degrees:
Bachelors
Your
Responsibilities:
Job Purpose:
• Achieve secondary sales target of assigned distributor or
geography through effective deployment of distributor resources
• Drive excellent 4P execution across channels with the ultimate
decision to win the purchase decision at retail
Key Responsibility:
1. Achievement of Sales Targets
I. Executes RTM strategies to consistently deliver primary
and secondary sales target of assigned territory
ii. Ensure successful execution of customer and shopper
marketing initiatives and promotions to deliver on set objectives
iii. Ensure Joint Business Plan (JBP) is in place for the
distributor.
iv. Conduct monthly business review to seek alignment and
commitment to achievement on targets
2. Execution of RTM strategies
I. Executes RTM strategies to consistently deliver on medium
and long term priorities of the company
ii. Ensure distributor has in place adequate infrastructure
and resources to deliver agreed coverage for the territory. Propose and map
distributor infrastructure and resource requirement that will enable optimum
coverage with desired ROI to distributor
iii. Drive efficiency of Distributor infrastructure and
resources to deliver on set productivity KPIs- Productive calls, Strike rate,
Order size per call and Lines per call
iv. Achieve distribution target of key SKUs as well as
innovation within timeline
3. Achievement of visibility and merchandising targets
I. Achieve visibility targets in assigned territory
ii. Implement merchandising agreements with key customers as
set out by Customer and Shopper Marketing team
iii. Co-ordinate the deployment of visibility materials to
achieve desired Look of Success
4. Competitive Intelligence Tracking and Reporting
I. Report Distributor secondary sales and stock reports as
required by Sales Data Analyst
ii. Track competition activities, promotions, prices,
innovation and report same to the business
iii. Conduct quarterly Trade margin analysis for major
brands within the category and recommend actions to key stakeholders
5. Coaching of Distributor and staffs
I. Responsible for training of Distributor and driving
compliance to GSK standards and policies- QMS, ABAC, Code of business conduct,
CH Code of promotion, Competition law and other relevant policies
ii. Conduct regular accompaniment with Distributor sales
team to coach on GSK ways of selling and identify training needs/requirements
Complexity:
• Geography and Territory knowledge
• Channel, Shopper and Consumer knowledge &
understanding
• Understand cost to serve analysis and Return on investment
workings
• Ability to identify risks and plan mitigation steps
• Creativity- Ability to think outside the box
• Time management- Ability to prioritise tasks based on
importance & exigencies. Ability to manage self
• Collaboration with Sales operations, Customer and Shopper
Marketing, Marketing, Finance and Customer service
*LI- GSK
Why You?
Basic qualifications:
• Educated to degree level or equivalent
Work Experience
• Minimum of 5 years commercial experience in Field sales,
Distributor management and or Trade & Shopper marketing
• Good track record on previous roles
Knowledge:
• Strong track record in sales of any well-known FMCG
companies
• Experience managing Distributors with direct to retail
operations
• Must have experience managing wholesalers, large retailers
and Key account stores
• Understanding of Nigerian trade landscape, channel,
customer and local nuances
• Must have an execution mindset with ROI mentality
• Commercial acumen: Ability to identify, quantify and
harness opportunities. Be imaginative in finding solution to issues,
anticipating trends and opportunities, and pursuing opportunities for the
business
• Good communication and managerial skills: Ability to
create focus and clarity for team, with clear communication on on-going
activities to provide context
• People skills: Ability to Coach, develop and support
people to perform at their best
• Demonstrate high integrity and build great relationship
with internal and external partners.
• Demonstrate drive to make a difference to business
performance through brilliant execution, thoroughness and high standard in
everything you do.
How to Apply
Interested persons should click here to apply
Good Luck!!!
