Key Distributor Executive at Pernod Ricard

Job description
Distributors are our primary route to consumer in Nigeria. They must have the right level of infrastructure, capability in their organization for the delivery of our business goals. The KD Exec has accountability for supporting the broader Distributor team to develop and sustain amazing relationships with our distributors. They will implement our joint strategy and development plans with distributors and have a strong focus on working with distributors’ salesforce to develop the capability within their organisations.

Dimensions:
Financial

• Responsible for identifying Capex Budget for Distributor development required in assigned territory.
• Training and potential recruitment of distributor organization in conjunction with KD team .
• Control of financial payments made to distributors based on results delivered against any agreed KPIs linked to incentives.

Market Complexity

• Reports to the National key distributor development manager.
• Responsible for the development of distributor infrastructure and capability.

Leadership Responsibilities

• Must be able to influence, inspire and drive performance without having direct management responsibility for distributor or PRN staff.

Top 5 Accountabilities

• Responsible for the development, tracking, deployment of distributor infrastructure. Ensure all conditions in place locally to make warehousing development, other supply chain and warehouse management principles are applied at distributors.
• Responsible for training and structured coaching of distributor and PRN on distributor development initiatives like ERPs  IT infrastructure and other RtC initiatives. Wide influencing needed.
• Collate local reporting and identify main priorities for improvement by the Divisional teams.
• Must ensure that Monthly action plans are effective, especially for the weakest distributors on Warehouse infrastructure – to achieve this must regularly track distributor delivery against agreed timelines for infrastructure development.
• Deploy and utilise Fixed coverage plan leveraging support tools (SFA & Dashboards)

Desired Skills and Experience

• A strong track record in Sales ideally with experience in more than one area of Sales including customer or distributor facing roles.
• A good understanding of all Capabilities with the ability to work with distributors to apply these. Particularly important is Distributor Management, Targeted Trade Investment and Customer/Channel Profitability
• Good commercial understanding and market knowledge.
• Previous experience of managing/leading teams either directly or indirectly and a strong track record as a coach is valuable. Able to build true partnerships with distributors and internally with other functions. Previous experience of distributor management a distinct advantage
• High levels of financial and P&L literacy as well as strong planning and project management skills are important.
• Experience of working within and or with other functions and a track record of delivering results through cross functional teams, particularly marketing, supply and corporate relations is particularly valuable.
• High degree of presentation and coaching skills
• Good PC skills.