Adexen Recruitment Agency – Our client is a large company operating in West Africa, specialised in the importation and distribution of different products from branded foods, to fast moving consumer goods, for the best multi-nationals in the world.
They are recruiting to fill the position below:
Job Title: Distribution Partner Manager
Job Reference: 1217
Location: Southern Nigeria
Industry: FMCG
Function: Commercial & Communication
Job Description
- The Distribution Partner Manager will be responsible for putting in place the strategy of distribution in Southern Nigeria for one specific beverage product.
- The effective management of Distribution Partners “DP” in trade marketing and distribution will be targeted through:
- Supporting the Business Planning Process with Line Manager and “DP”
- Supporting the development and implementation of the Trade Marketing Calendar and Commercial Annex with Line Manager and “DP”
- Tracking and Reporting of Key Performance Indicators relating to the Trade Marketing Calendar and the Commercial Annex.
- Building strong relationships throughout all departments within the DP. Supporting them in better driving, managing and evaluating product trade initiatives.
- Ensuring DP implementation of the Perfect Store standards per channel.
- Coaching and working with DP Sales Force in-classroom and in-field to produce executional excellence.
- Supplying data for internal reporting processes
Responsibilities
- Support the “DP” to prepare Trade Marketing Plan and Commercial Annex in close coordination with Line Manager
- Support the “DP” in achieving the mutually agreed on Commercial Annex and Trade Marketing Targets.
- Support the DP to develop, coordinate, manage, implement and assess Trade Marketing Calendar and communicate the outcome and learning’s to Line Manager.
- Supervise and conduct spot checks then provide constructive feedback on DP concluded trade agreements implementation & execution across the markets
- Prepare and lead on the monthly business review meeting of assigned markets with the DP sales management and team using the DP Scorecard reporting deck
- Plan, along with DP Sales Management, and order off premise POS material to cater for market requirements. Subsequently, ensure that the POS items are well stored, accurately maintained and reported, properly handled (in warehouse and in market) by reviewing the local operational processes
- Review ROI
- Ensure DP delivers on timely, distribution, PSA contracts and depletions reports as per brand standards (by channel, customer, sku, volume, value, etc.)
- Fuel Sales Force Passion through recognition, reward programs and sharing best practices
- Support the internal reporting requirements relating to Financial Sales, Trade Sales, Depletions Stock Flow, POS, Cooler Tracking and Cooler Maintenance
- Educate DP team on Brand History and drive Product Trust and Understanding
- Train DP team on Perfect Store definition by channel and outlet type then follow through to ensure they implement mutually agreed on targets and KPIs
- Identify gaps in execution and distribution and prepare action plan
- Enhance skills of DP by conducting on the job training and class room training such as Power Selling, Power Coaching, High Pressure Negotiation and Conceptual Selling
- Track actual performance against mutually agreed on KPIs, share with Line Manager and DP Sales Manager. Collaboratively build action plans to address issues and unlock sales opportunities
- Undertake systematic, frequent and continuous market visits to the points of sales across the “markets” based on a monthly DPM Routines Calendar. Spend 70% of time in the field -working with the DP -with the purpose of enhancing in market execution by completing activities such a Perfect Store Audits, field coaching, and accompaniment reports and feedback. The remaining 30% to spent on business planning, meeting preparation, attendance of meetings and timely reporting utilizing the DPM standard reporting deck and DP presentation templates
- Utilise Business Intelligence Reports and other tools to support insight generation.
Expectations
- University degree is a must
- Smart thinker, quick learner, proven operational achiever with strong business acumen
- Excellent influencer with negotiation skills
- Highly numerate and analytical
- Clear and proven ability to implement successful trade marketing plans
- Excellent communication skills, including presentation and training ability
- Creative mind, outgoing personality and friendly
- Able to work independently with responsibility, and be organized -Result oriented
- Experience with basic administrative programs, Windows, Lotus Notes and Internet Browsers, Word, PowerPoint, Excel,
- In-depth knowledge of trade and competitive environment
- Minimum 4 years of sales experience in consumer goods industry (beverage preferred)
How to Apply
Job Title: Musketeer (Sales Rep)
Job Reference: 1355
Location: Port Harcourt, Rivers
Industry: FMCG
Job Description
- The Musketeers represents the company in their area, gaining the customers confidence, securing the availability and visibility of the company at POS and being responsible for the continuous volume growth.
- The Musketeers will constantly detect business opportunities and trends in their area, build up a strong network of decision makers, possess strong negotiation skills, and foster a solution-oriented mindset.
“Living” the company On-Premise Culture:
- Assume and live the company OP Culture. Creation of “kindred spirits”
- Seen as a credible and knowledgeable person to know in the On-Premise. Demonstrates that they are seen as a “Do it now” person by influential contacts, brilliant knowledge and leverage of all brand properties
- Live and breathe the nightlife environment
- Engage key consumers through innovative activation that differentiates Red Bull from other drinks.
- Take responsibility for personal development and development as a Musketeer
Communication:
- On-premise Know-how and company culture transfer to our customers
- Permanent teamwork with other Musketeers and communication with National On-Premise Manager
- Develop relative industry relationships (DJs, Promoters, Endemic Magazines, etc.) that result in business building initiatives
Event Activation:
- Ensure availability and premium High 5 execution around 3rd party and company events. Negotiate and execute, pro-actively searching for opportunities to implement creative elements that drive the company brand image and to offset money
- Attendance on key 3rd party and company events
- Organize incentives for customers under previous authorization of his superior. Searching the profitability of all invitations
Territory Management:
- Grow & protect On-Premise accounts in the Area. Permanent analysis of the territory and account specific business to find opportunities and to drive distribution
- Correct positioning of the company brand and the company product portfolio in the territory
- Identification, care and continued development of local and regional On-Premise accounts by a proper Route Planning
- Set volume goals for each account that includes execution against company KPI’s. Review business volume and all business building initiatives permanently
- Drive cooperation with the local Distributor’s Sales Force in order to reach an adequate numeric distribution
- Routinely perform Staff Education/Energizers to ensure brand understanding, perfect serve, and encourage optimum pricing
Administration:
- Permanent optimization of all OP Tools (OP Knowledge Base, Infonet, CRM, Warehouse, POS)
- Negotiate and implement commercial partnership agreements. Offset funds from financial contribution to added value
- Fulfilment of report deadlines
- Management of the local on-premise Budget. Bottom-up planning and tracking of all marketing tools
Market Research:
- Observation and reports of competitor activities
- Active search of new opportunities for the Business in the region
- Identification of EPC outlets
On-Premise Marketing:
- Putting the On-Premise marketing strategy into practice
- Maintain and utilize tools appropriately (Point of sale materials) to drive vertical growth. Ensure that all marketing tools are staged in the right accounts according to international on-premise guidelines
- Engage and differentiate the brand through innovative support following the On-Premise vision of bringing added value to our customers
Key Priorities:
- Securing the fulfilling of all International and national On-Premise guidelines and the execution standards to reach a vertical growth in their customers.
- Continuously tracking of results accordingly
High 5 Execution:
- Perfect Serve: Ensure company product is given to consumer when ordered as part of a mixer or as a stand-alone beverage
- Perfect Visibility: Stages perfect visibility in order to optimize sales
- Consumption Activation: Sells appropriate consumption, activation tools, and communication pieces
- Right Price: Encourage the optimum price for the company and the company products in all managed accounts as per international guidelines
- Menu placements: Ensures company products are listed as per international guidelines on each menu as a stand-alone beverage and as part of a long drink
Expectations
- University Degree preferred (Business, Marketing or similar)
- Minimum of 4 years’ experience in sales and marketing in FMCG with track record of success
- Strong On-Premise industry knowledge, contacts, and experience in the On-Premise
- Clear understanding of markets, sales & distribution, competition activity, consumer behavior in FMCG context
- Excellent written & spoken English
- Strong Analytical & Planning skills
- Outstanding local market knowledge, contacts and experience in “the scene”
- Ability to manage and cultivate good relationships
- Negotiation and Objection Handling skills.
- Business and scene-savvy, committed, passionate and able to live late night lifestyle
- Must be proficient in EDV (Word, Excel, PowerPoint, etc.)
- Solution oriented and “Do-it-now” attitude
- Strong Personality, Presence, Strong Work Ethic, Style, Persistent, Reliable, Self-Aware, Sociable, Flexible
- Availability, Self-motivated, ambitious
- Able to manage time and workload to optimize effectiveness and efficiency
- Self-starter
- Ability to work with minimal supervision
How to Apply
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