District Development Manager at GlaxoSmithKline

Requisition ID: WD160390

Functional area: Sales

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 Responsibilities
Achievement of Sales Targets:

• Executes RTM strategies to consistently deliver primary and secondary sales target of assigned territory
• Ensure successful execution of customer and shopper marketing initiatives and promotions to deliver on set objectives
• Ensure Joint Business Plan (JBP) is in place for the distributor.
• Conduct monthly business review to seek alignment and commitment to achievement on targets

Execution of RTM strategies:

• Executes RTM strategies to consistently deliver on medium and long term priorities of the company
• 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
• 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
• Achieve distribution target of key SKUs as well as innovation within timeline

Achievement of visibility and merchandising targets:

• Achieve visibility targets in assigned territory
• Implement merchandising agreements with key customers as set out by Customer and Shopper Marketing team
• Co-ordinate the deployment of visibility materials to achieve desired Look of Success

Competitive Intelligence Tracking and Reporting:

• Report Distributor secondary sales and stock reports as required by Sales Data Analyst
• Track competition activities, promotions, prices, innovation and report same to the business
• Conduct quarterly Trade margin analysis for major brands within the category and recommend actions to key stakeholders

Coaching of Distributor and staffs:

• 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
• 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

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.