Diageo is the world\u2019s leading premium drinks business with an outstanding collection of international brands across spirits, wine and beer. Our global priority brand portfolio consists of Smirnoff, Johnnie Walker, Guinness, Baileys, J&B, Captain Morgan, Tanqueray and many more. Diageo trades in approximately 180 markets and employs over 25,000 talented people around the world. With offices in 80 countries, we also have manufacturing facilities across the globe including Great Britain, Ireland, United States, Canada, Spain, Italy, Africa, Latin America, Australia, India and the Caribbean. Our great range of brands and geographic spread means that people can celebrate with our products at every occasion no matter where they are in the world. This is why \u2018celebrating life every day, everywhere\u2019 is at the core of what we do<\/p>\n
AREA SALES MANAGERS (VARIOUS)<\/strong><\/p>\n Level: L5B Dimensions b) Market Complexity c) Leadership and Functional Responsibilities<\/p>\n Leadership Capabilities: Functional Capabilities PURPOSE OF ROLE<\/strong> Standard of Excellence\/ Intouch Responsibilities
\nReports To: Divisional Sales Manager<\/p>\n
\na) Financial
\nResponsible for Area Field Sales Force Overhead budget and effective use of all Marketing spend used by sales force.<\/p>\n
\nArea geographically based with total Sales force of about 9 employees, part of a Divisional Team with about 6 Area Sales Managers.<\/p>\n
\nMust be able to influence, inspire and drive performance across Distributor and Guinness Nigeria staff, embodying the Diageo leadership capabilities.<\/p>\n
\nManaging Relationships; Distributor Management<\/span>; Commercial Planning; Sales Drivers; Trade Strategy<\/p>\n
\nThe Area Sales Manager is accountable for achieving brilliant execution with customers through leading an Area Field Sales teams.
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\nKEY ACCOUNTABILITIES<\/strong>
\n\u2022 Drive achievement of profitable volume\/market share target for the Area via delivery of sales drivers for<\/span> the Area.
\n\u2022 Ensure Retail Redistribution Scheme within the area is fully reviewed and managed.
\n\u2022 Coaching of Retail Development Managers to ensure effective delivery.
\n\u2022 Ensure maximum utilization of the Intouch tool to drive efficiency and effectiveness
\n\u2022 Ensures brilliant execution of customer marketing\/marketing promotional activity by ensuring the right outlets are selected, agencies are adhering to our standards<\/span>.<\/p>\n
\n1. Plan \u2013 Ensuring that all sales objectives are strategically aligned; support sales leaders where relevant with the process of<\/span> defining, managing and cascading targets throughout the sales force.
\n2. Execute \u2013 build the Structured Selling capabilities ensuring that Sales Representatives execute the 8 steps<\/span> of the call with every customer; ensures all Sales Representatives use the Intouch PDA effectively.
\n3. Measure \u2013 review Intouch information on sales representative performance vs targets at a minimum two times per week, act as a custodian of the Data in the system, actively ensuring that in market data guidelines and processes are adhered to.
\n4. Insight \u2013 use reports and data from the Intouch management suite in order to generate commercial insights and drive execution of these opportunities through the sales teams.
\n5. Inspire- act as a trainer and deliver the Managing Relationships programme as part of the yearly sales capability plan \/ induction process, ensure all development, coaching & feedback is embedded within the appraisal process<\/p>\n