Thursday, 15 March 2018

District Development Manager at GlaxoSmithKline (GSK)

GlaxoSmithKline Nigeria is recruiting to fill the job position below;District Development Manager at GlaxoSmithKline (GSK)

Job Title: District Development Manager

Location: Lagos

Job Description
Your Responsibilities:
  • Achieve secondary sales target of assigned distributor or geography through effective deployment of distributor resources
  • Drive excellent 4P execution across channels with the ultimate decision to win the purchase decision at retail
Key Responsibility
  • Achievement of Sales Targets
I. Executes RTM strategies to consistently deliver primary and secondary sales target of assigned territory ii. Ensure successful execution of customer and shopper marketing initiatives and promotions to deliver on set objectives iii. Ensure Joint Business Plan (JBP) is in place for the distributor. iv. Conduct monthly business review to seek alignment and commitment to achievement on targets
  • Execution of RTM strategies
I. Executes RTM strategies to consistently deliver on medium and long term priorities of the company ii. Ensure distributor has in place adequate infrastructure and resources to deliver agreed coverage for the territory. Propose and map distributor infrastructure and resource requirement that will enable optimum coverage with desired ROI to distributor iii. Drive efficiency of Distributor infrastructure and resources to deliver on set productivity KPIs- Productive calls, Strike rate, Order size per call and Lines per call iv. Achieve distribution target of key SKUs as well as innovation within timeline
  • Achievement of visibility and merchandising targets
I. Achieve visibility targets in assigned territory ii. Implement merchandising agreements with key customers as set out by Customer and Shopper Marketing team iii. Co-ordinate the deployment of visibility materials to achieve desired Look of Success
  • Competitive Intelligence Tracking and Reporting
I. Report Distributor secondary sales and stock reports as required by Sales Data Analyst ii. Track competition activities, promotions, prices, innovation and report same to the business iii. Conduct quarterly Trade margin analysis for major brands within the category and recommend actions to key stakeholders
  • Coaching of Distributor and staffs
I. Responsible for training of Distributor and driving compliance to GSK standards and policies- QMS, ABAC, Code of business conduct, CH Code of promotion, Competition law and other relevant policies ii. Conduct regular accompaniment with Distributor sales team to coach on GSK ways of selling and identify training needs/requirements.

  • Geography and Territory knowledge
  • Channel, Shopper and Consumer knowledge & understanding
  • Understand cost to serve analysis and Return on investment workings
  • Ability to identify risks and plan mitigation steps
  • Creativity- Ability to think outside the box
  • Time management- Ability to prioritise tasks based on importance & exigencies. Ability to manage self
  • Collaboration with Sales operations, Customer and Shopper Marketing, Marketing, Finance and Customer service
#LI- GSK Why You?Basic qualifications:
  • Educated to degree level or equivalent
Work Experience
  • Minimum of 5 years commercial experience in Field sales, Distributor management and or Trade & Shopper marketing
  • Good track record on previous roles
  • Strong track record in sales of any well-known FMCG companies
  • Experience managing Distributors with direct to retail operations
  • Must have experience managing wholesalers, large retailers and Key account stores
  • Understanding of Nigerian trade landscape, channel, customer and local nuances
  • Must have an execution mindset with ROI mentality
  • Commercial acumen: Ability to identify, quantify and harness opportunities. Be imaginative in finding solution to issues, anticipating trends and opportunities, and pursuing opportunities for the business
  • Good communication and managerial skills: Ability to create focus and clarity for team, with clear communication on on-going activities to provide context
  • People skills: Ability to Coach, develop and support people to perform at their best
  • Demonstrate high integrity and build great relationship with internal and external partners.
  • Demonstrate drive to make a difference to business performance through brilliant execution, thoroughness and high standard in everything you do.
Preferred Qualifications Why GSK?: At GSK, our mission is to improve the quality of human life by enabling people to do more, feel better and live longer. Our three world-leading businesses research and deliver innovative medicines, vaccines and consumer healthcare products. We need a talented and motivated workforce to deliver against our strategy. To achieve this, we strive to attract the best people and to create an environment that empowers and inspires

How to apply
Interested candidates should;
Click here to apply

Application Deadline Date
Not stated


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