Distribution Development Manager at Westfield Consulting

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.