Key Distributor Manager at Pernod Ricard

Purpose of Role

• 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 Key Distributor 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 3-5 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)

Qualifications and Experience Required

• University Degree minimum second class, lower division
• A strong track record in Sales ideally with experience in more than one area of Sales including customer or distributor facing role
• 3-5 years
• 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 MS office skills.