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  • Posted: Jan 26, 2022
    Deadline: Feb 2, 2022
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  • Westfield Consulting is a management consultancy firm, specialized in Increasing Your Business Performance. It is our mission to help our clients make the right decisions & improve their organizational performance. As a partner to our clients, we work as integrated members of the team and strive to provide valuable deliverables that meet their goals. ...
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    Distribution Development Manager

    Location: Ikeja, Lagos (Area Office)
    Reports to: Regional Business Manager
    Subordinate / Direct Reports: Retail Development Manager, Retail Development Executive, Store keepers, Security Personnel

    Purpose of Job

    • Direct and co-ordinate Sales strategies and programs to achieve or exceed the sales objectives for each brand and the company in the Area.

    Nature & Scope of Position

    • The incumbent is based at the area office and reports to the Regional Business Manager and works closely with the Logistic and Distribution Manager and HR & Admin Department.

    Key Responsibilities
    Achievement of Sales Target:

    • Develop sales plan & programmes to ensure sales objective is achieved or exceeded.
    • Ensure proper budgeting control and monitoring of sales performance against plan.
    • Provide distributors and customers in the Area with information about new or improved products and services, price change to improve sales in the region.
    • Establish, maintain and expand customer base.

    Revenue / Cash Management:

    • Manage receipt of revenues from customers.
    • Ensure daily cash lodgments at the local bank.
    • Efficient control of cash and stock at depots/area.
    • Drive debt management strategies and efficient credit utilization by customers in the area.

    Channel Coverage:

    • Ensure Effective distribution infrastructure is in place with distributors to drive availability in retail outlets
    • Put in Place effective coverage plan to ensure grand Oak wins with Wholesalers
    • Proactively monitor each sales depot performance in terms of cost, sales and shares toward achievement of plan and efficiency of resource utilization
    • Ensure adequate product supply and optimum deployment of distribution fleet
    • Conduct regular market visits to check route coverage and competitor activity
    • Develop and Deploy Tactical Activation plans which includes but not limited to Monitoring In- bar activation & commando sales

    Strategic Support:

    • Provide support for RBMs to ensure achievement of sales goals and objectives.
    • Execute sales promotional programmes on behalf of the RBM.
    • Ensure brand visibility to promote sales by liaising with the Marketing team to ensure that adequate marketing support by way of merchandising and promotions is available in the Area.

    Reporting:

    • Generate and analyze sales report.
    • Provide periodic feedback to sales and marketing team on branch key performance issues.

    Coaching & Mentoring:

    • RDM and RDE Trade accompaniment to identify Selling Skill Gap
    • Establish and ensure that all sales administration procedures are adhered too

    Stock Maintenance:

    • Co-ordinate and follow up with the storehouse supervisor to ensure that adequate inventory stock of product is maintained for the Area in order to meet the sales delivery schedules.

    Qualifications & Experience

    • HND / B.Sc degree in any discipline.
    • Minimum of 5 year sales experience.

    Skill Requirements:

    • Understand Retail sales practices and processes
    • Excellent interpersonal, persuasive and communication skills
    • Strong Business Insight, Good planning and organizing skills
    • Experienced Coach with Customer Marketing Exposure
    • Experienced in Joint Business Plan Development
    • Good Microsoft Office Skills

    Principal Accountabilities:

    • Achievement of area sales target together with territory sales target supervision.
    • Achieve Retail Outlet Coverage and Numeric Distribution.
    • Area cost management and operations to achieve agreed fiscal target for the region.
    • Ensure strict adherence to company’s sales operations policy to minimize company financial exposure.
    • Implementation of the company’s promotional/area specific program to achieve the agreed market volume for the brand.
    • Ensure Distributor distribution infrastructure is in Place and working.
    • Develop effective Coverage and loyalty scheme for Strategic wholesalers.

    Method of Application

    Interested and qualified candidates should send their CV to: cvs@westfield-consulting.com using the Job Title as the subject of the email.

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