Divisional Sales Capability Manager

External Job Title:Divisional Sales Capability Manager
Type of Job:Full Time
External Job Description   

Job Title: Divisional Sales Development Manager

Level: Level 5 (M2)

Reports To: National Sales Capability Manager


Guinness Nigeria PLC is a major market for Diageo. A key contributor to the success of Guinness Nigeria PLC’s strategic plan is an effective & flexible field sales force demonstrating industry leadership in both volume driving & brand building activity.
To ensure success, a dedicated and focused resource is required Divisionally to work with the Divisional Sales team, and in particular with the National Sales Capability manager and Divisional Sales Manager in order to develop and enhance the skills and capabilities required by every member of the sales Division.

Financial Management of a Field Training Budget through the line manager.

Market Complexity

Internally - Works with Divisional Sales Manager, Area Sales Managers, National Field Sales Manager, Divisional Customer Marketing Manager, Divisional Admin Manager and Divisional Finance Scheme Manager to identify and deliver solutions to meet team and individual capability needs.

Externally – Works closely with Distributors, Wholesalers and Van Salesmen in the Region to deliver training solutions and enhance their capabilities in line with company objectives.

Functional Capabilities

Managing Relationships: Experienced

Commercial Planning: Baseline

Sales Drivers: Developing

CDOS: Developing

Insights: Baseline

Trade strategy: Baseline

Top 3-5 Accountabilities:

    * Deliver Classroom and In Field Training programs to calibrate Team and Line Managers performance. Will attend key meetings to provide advice and support.

    * Develop divisional training plans based on training needs analysis in conjunction with National Sales Capability Manager and Human Resources.

    * Roll out Diageo Way of Selling by ensuring involvement and commitment along the way. Encourage the Divisional sales team to adopt new ways of thinking and behaving. Work closely with the Area Sales Managers, Divisional Sales Manager and National Sales Capability Manager to ensure that all the new and existing Diageo Way of Selling skills and other capabilities are successfully trained and coached to high standards in the Region. Be a role model for Diageo Way of Selling and other capabilities.

    * Drive Brand passion and Bar Tender Training Programs across the Region

    * Effectively manage the Distributor capability Development Program (Guinness academy) and other initiatives in the Region.

Qualifications/Experience/Skills Required:

    * Graduate calibre

    * Min 4-7years successful commercial experience preferably in an FMCG /Drinks environment

    * Experience in Sales & / or Customer Marketing and Brand Knowledge.

    * Must be able to work, Influence and integrate team

    * Problem solver, Quick learner, planning/ organizing, highly detail conscious

    * Have a huge passion for growing and developing others

    * Good Presentation and Report Writing Skills

    * Time management and Organisational Skills

    * Good analytical and Evaluating skills

    * Good IT Skills

Barriers to Success in Role:

    * Not keeping up to date with latest training initiatives

    * Inability to adopt and deploy a range of influencing styles

    * Low resilience and inability to operate successfully in a fast moving environment.

    * Inability to strike the right balance to align National, Divisional and Local requirements

    * Insufficient time spent in Trade

Flexible working options:

Division based – minimum of 75% of time expected in trade

Click here to apply


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