Guinness Nigeria Plc is part of the Diageo
Africa and the No. 1 market globally by
volume on Brand Guinness. Guinness Nigeria
is a focused business unit that delivers
significant volume and profit to Diageo
Job Title: Area Sales Manager
Level: L5 (M2)
Reports To: Divisional Sales Manager
Responsible for Area Field Sales Force
Overhead budget and effective use of all
Marketing spend used by sales force.
b) Market Complexity
Area geographically based with total Sales
force of about 9 employees, part of a
Divisional Team with about 6 Area Sales
c) Leadership and Functional
Must be able to influence, inspire and drive
performance across Distributor and
Guinness Nigeria staff, embodying the
Diageo leadership capabilities.
Managing Relationships; Distributor
Management; Commercial Planning; Sales
Drivers; Trade Strategy
Purpose of Role
The Area Sales Manager is accountable for
achieving brilliant execution with customers
through leading an Area Field Sales teams.
Drive achievement of profitable volume/
market share target for the Area via delivery
of sales drivers for the Area.
Ensure Retail Redistribution Scheme within
the area is fully reviewed and managed.
Coaching of Retail Development Managers to
ensure effective delivery.
Ensure maximum utilization of the Intouch
tool to drive efficiency and effectiveness
Ensures brilliant execution of customer
marketing/marketing promotional activity
by ensuring the right outlets are selected,
agencies are adhering to our standards.
Standard of Excellence/ Intouch
Plan - Ensuring that all sales objectives are
strategically aligned; support sales leaders
where relevant with the process of defining,
managing and cascading targets
throughout the sales force.
Execute - build the Structured Selling
capabilities ensuring that Sales
Representatives execute the 8 steps of the
call with every customer; ensures all Sales
Representatives use the Intouch PDA
Measure - 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.
Insight - 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
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
Skills, Qualifications and Experience
Graduate calibre with a minimum of 5 years
experience gained across sales/consumer/
Previous experience of Field Sales or other
customer facing roles is compulsory.
Previous experience of coaching/leading
others and getting results through teams
Strong commercial acumen
Excellent Communication skills
Barriers to Success in Role
Essential to spend time in the Field with the
team members and customers-need to stay
in touch with the market
Role is based in a defined geographical area,
with minimum of 80% Field work, some
travel to Divisional Office essential.
Role holder must be willing to work
weekends and long nights
Application Deadline: February 15, 2013