Top On Trade Manager (Premium Spirits) at Nigerian Bottling Company

Job Description

• The Top On Trade Accounts Manager (Premium Spirits)  reports to the HORECA & Premium Spirits Sales Director.

Key Accountabilities

• Develops, implements & evaluates key on-trade customer plans
• Generates Customer Insight & Analysis
• Supports On-Trade outlet segmentation (Gold, Silver, Bronze) through the team
• Negotiates and manages On-Trade Agreements
• Develops Tailor Made Sales Drivers Activities (Visibility, Distribution, Persuasion, Quality, Price)
• Evaluates and measures effectiveness of key initiatives/activities
• Develops & Monitors On Trade Agreements by status report per activator, area, region
• Controls invoices of promos, tailor made sales activities, Point Of Sales (POS) regarding On Trade Agreements.
• Manages Key On-Trade Customers at volume, Net Sales Revenue (NSR)  & Net Contribution level-achievement of all critical KBIs (NSR, financials, RED (Right Execution Daily), etc.)
• Customer satisfaction
• Coaches peers on issues related to On Trade Activation
• On-route coaching & feedback direct reports and Field Sales  HORECA ( Hotel ,Restaurant and Cafeteria) team
• Implementation of capability development plan
• Drives On Trade Activation strategy in the market (customer negotiations, leading at peer level & upwards)
• Develops annual business plan for On Trade Activation and relevant key customers
• Significant contribution in the development of the monthly activity plan with Customer Marketing team
• Sets performance management routines with own team, Field Sales & wholesale teams to review account plans progress
• Develops strategic partnerships with key customers
• Builds alliances with key cooperating departments through common routines (Field Sales, Ho.Re.Ca, wholesales, customer marketing)
• Develops a cross-functional team approach in account management for joint value creation
• Exploits all opportunities in the market through the team for maximizing results
• Ensures successful launching of all new products/categories  

Desired Skills, Qualifications and Experience

• University Degree ideally business related (i.e. Sales, Marketing, etc.); good command of English will be considered as additional asset.
• Minimum of 6 years of proven operational track record in Sales/ Commercial.
• Minimum 4 years of managerial experience, preferably in a large manufacturing companies
• Customer Centric oriented;
• Listens actively and challenges processes and structures;
• Open to ideas and improvements submitted by customers and others.
• Sound Sales/ Commercial related operational knowledge, complete value-chain/ system knowledge including TCCC.
• MS Word/ Excel/ Power Point user
• Overall commercial understanding
• On Trade Activation experience
• Key Account Management
• Financial acumen & resources management
• Selling & negotiation with large customers
• Operational planning & performance management
• Analytical thinking & synthesis to drive decision making
• Communication (oral, written, presentations, influencing)
• Building successful & mutual benefit relationships

Key Skills:

• Ability to manage through several layers.
• Ability to read and interpret market data and competitive response.
• Ability to make and communicate hard decisions and courage to stay the course.
• Deep business understanding.
• Ability to think in terms of functional sustainability rather than short term wins.
• Business planning.
• Ability to think in terms of profitability and sustainability rather than functional capability.
• Contingency planning.
• Ability to think tactically and strategically.
• Ability to set standards for management/ business performance.
• Communication and interpersonal skills.
• Negotiation Skills.
• Effective Presentations Skills.
• Emotional maturity, integrity.
• Ability to lead and manage change.
• Good project management skills