Guinness Nigeria: National Key Accounts Manager Recruitment

Diageo’s vision is to become the Number 1 and most respected Consumer Goods Company in every market we operate and the Sales team is a critical contributor to the achievement of this vision.
Guinness Nigeria is the biggest Guinness market in the World and the leading African Market for Malta Guinness and Harp. The Nigerian drinks market is relatively unsophisticated, but highly dynamic.

Job Title: National Key Accounts Manager
Level: Level 4
Reports To: Trade Development Director

Purpose of Role
To lead, manage and develop the key account structure in Guinness Nigeria in order to deliver the profit, volume and brand objective. The primary focus of this role will be to develop and implement business plans for key wholesale and retail off-trade customers. These business plans will be geared towards identifying, building and maintaining relationships with key off-trade customers in order to maximize sales and profit and to ensure proper execution of pricing and promotional programs.

Key Accountabilities
Plan and implement a National Key Account Strategy
Plan and implement a relationship development plan and coverage model to provide value
Deliver commercially viable Sales proposals and manage the pipeline of opportunities
Build and execute sales forecasting and ensure proper execution of pricing, promotional programs and Customer Marketing Agreements (CMA) or channel pricing
Define space and cold management plans with each customer and drive category management/captaincy
Drive performance and satisfaction measurement with customers and sales leadership
Contributes to the Business Planning process, particularly with regards to category strategy and trade strategy

Qualifications and Experience Required
Graduate caliber
10 years strong track record of commercial expertise gained across Consumer Marketing and / or Sales Management
Experience in Key Accounts Management particularly in FMCG is essential
Previous experience in field Sales or other customer facing roles
Strong leadership and communication skills –written and verbal
Good understanding of Diageo Way of Selling Capabilities and tools
Strong coaching, influencing skills and negotiation Skills
Ability to manage strong and difficult relationships
Previous exposure to strategy development
Strong project management skills, commercial and financial capability

Barriers to Success in Role
Lack of key accounts management experience
Inability to manage difficult relationships/people
Ineffective planning and execution of brand and account activity

Flexible Working options
Based at HQ in Lagos – Head office 20% of time, In-trade 80% of the time

Apply Now


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