Job Reference: 1217 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.
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
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
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)
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