Our client is a leading global brewery and bottling company spread across the world with recent presence in Nigeria. Due to internal expansion processes in their Nigerian office, they have decided to hire a Sales Development Manager.
Location: Onitsha or Ilesha
Major Responsibility:
To translate market commercial objectives into effective trade channel strategies and manage others to deliver results against agreed plans.
Key Accountabilities:
Operationalise the agreed Trade Marketing Strategy into annual and quarterly channel plans
Define the metrics and targets against which success will be determined for individual channels
Lead, motivate and develop direct reports to perform effectively
Provide input regarding channel performance, gaps and opportunities
Assist in the development of a commercially integrated Trade Marketing Strategy
Provide the tools to support the plan in terms of activity development, planning and communication
Performance of Channel
Functional Competencies:
Activation & Execution
Innovation
Applying insight with rigour
Integrated channel activity planning
Channel strategy
Channel and customer price and pack strategy
Internal and external customer influence
Behavioural Competencies:
Take a broad business perspective
Be open minded and transparent
Build agreement
Take initiative
Job Requirements
Required Experience: 5-7 year(s)
Requirements for transition to the next stage:
To make a vertical transition, individuals should have performed well through 2-3 full business cycles at this career level and be able to demonstrate an understanding of the impact of their work on business outcomes. Progression along this route also requires capability to lead people and to influence and persuade
Stakeholders to support a particular agenda.
A consideration for vertical progression at this stage (into a Head of Trade Marketing role) is the amount of experience a job holder has accrued in other related disciplines (e.g. sales, marketing innovation, insights, trade marketing etc). Breadth across commercial functions becomes critical for progression to very senior
commercial roles.
An alternative career move at this stage would be into another commercial pathway, preferably one which the individual has not yet experienced. This should always be a lateral move into a role at a comparable level of complexity.
A natural move at this stage would be into a brand management role which has a similar partnering focus.
A more stretching lateral move at this stage would be to move into a marketing innovation or sales role at the equivalent level.
To move into an innovation based role, Individuals should be prepared to expand their knowledge in an adjacent area and be able to play more of a contributory rather than a coordinating role. Such a Move may entail moving to a “Leading Self” role.
To move into a sales role, individuals should demonstrate an interest/capability in working closely with customers, results and managing external relationships.
Degree and Qualifications:
5 years sound theoretical and practical knowledge of the marketing mix for FMCG, gained through a relevant commercial degree or equivalent experience
Computer literacy
Commercially astute, able to understand and implement commercial arguments
Good communication skills
Negotiation skills
Coaching skills
Presentation skills
in a complex matrix system
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