28 Apr 2016

Full-Time Key Distributor Manager

Toni AdewunmiLagos, Lagos, Nigeria

Job Description

Pernod Ricard is the world’s co-leader in wines and spirits with consolidated sales of € 7,945 million in 2013/14. Created in 1975 by the merger of Ricard and Pernod, the Group has undergone sustained development, based on both organic growth and acquisitions: Seagram (2001), Allied Domecq (2005) and Vin & Sprit (2008).

Key Distributor Manager

Purpose of Role

  • Distributors are our primary route to consumer in Nigeria.
  • They must have the right level of infrastructure, capability in their organization for the delivery of our business goals.
  • The KD Exec has accountability for supporting the broader Distributor team to develop and sustain amazing relationships with our distributors.
  • They will implement our joint strategy and development plans with distributors and have a strong focus on working with distributors’ salesforce to develop the capability within their organisations.


  • Responsible for identifying Capex Budget for Distributor development required in assigned territory.
  • Training and potential recruitment of distributor organization in conjunction with Key Distributor team.
  • Control of financial payments made to distributors based on results delivered against any agreed KPIs linked to incentives.

Market Complexity:

  • Reports to the National key distributor development manager. Responsible for the development of distributor infrastructure and capability.

Leadership Responsibilities:

  • Must be able to influence, inspire and drive performance without having direct management responsibility for distributor or PRN staff

Top 3-5 Accountabilities

  • Responsible for the development, tracking, deployment of distributor infrastructure. Ensure all conditions in place locally to make warehousing development, other supply chain and warehouse management principles are applied at distributors.
  • Responsible for training and structured coaching of distributor and PRN on distributor development initiatives like ERPs IT infrastructure and other RtC initiatives. Wide influencing needed.
  • Collate local reporting and identify main priorities for improvement by the Divisional teams.
  • Must ensure that Monthly action plans are effective, especially for the weakest distributors on Warehouse infrastructure – to achieve this must regularly track distributor delivery against agreed timelines for infrastructure development.
  • Deploy and utilise Fixed coverage plan leveraging support tools (SFA & Dashboards)

Qualifications and Experience Required

  • University Degree minimum second class, lower division
  • A strong track record in Sales ideally with experience in more than one area of Sales including customer or distributor facing role
  • 3-5 years
  • A good understanding of all Capabilities with the ability to work with distributors to apply these. Particularly important is Distributor Management, Targeted Trade Investment and Customer/Channel Profitability
  • Good commercial understanding and market knowledge. Previous experience of managing/leading teams either directly or indirectly and a strong track record as a coach is valuable.
  • Able to build true partnerships with distributors and internally with other functions. Previous experience of distributor management a distinct advantage
  • High levels of financial and P&L literacy as well as strong planning and project management skills are important.
  • Experience of working within and or with other functions and a track record of delivering results through cross functional teams, particularly marketing, supply and corporate relations is particularly valuable.
  • High degree of presentation and coaching skills
  • Good MS office skills.

Job Categories: Manager Jobs in Nigeria. Job Types: Full-Time. Job expires in Endless.

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