Distributor Manager at Coca-Cola

Nigeria (North, North Central, South East, South South Regions)

ABOUT THE ROLE

Distributor Manager leads, plans and organizes the work of his/her team of Merchandizers and Pre-sellers. Drives delivery of Sales targets in line with Look of Success and company codes. Distributor Manager is accountable for monitoring and support to distributor operating standards and procedures. He /She is accountable for the Commercial performance and management of Company assets/data for the entire assigned Customer universe.

KEY RESPONSIBILITIES

• Building the capability of his or her direct reports (BDs) through On The Job Development and coaching in the market.
• Execution of the Company's business plan in sales volume and execution.
• Process/ procedure/ systems - Uses available resource to ensure proper monitoring of Team, in line with internal policies.
• Is fully aware and implements IMCR management routines and procedures and overall company policies/COBC.
• Responsible for following up and actioning all outcomes within their control that is captured in available CDE data e.g. missing cooler in outlet, faulty coolers, cooler in unproductive outlets etc.
• Executes audit visits to outlets to control order-taking, delivery, execution & LOS.
• Ensures distributor compliance to operating standards and procedures. and achieves sales targets (Volume, Revenue, Distribution)
• Maintains optimum number of customers (new customer opening as per plan)
• Ensures CDE scanning and data download target achievement and also ensures activation of assigned outlets as per merchandising standard for the relevant channel.
• Ensures accuracy of master data and agreed sales reports and drives CDE profitability.
• Manages distributor AR following company credit policy.
• Develops and monitors distributor P&L driving improvement plans together with Commercial Finance and Commercial Management.
• Develops and monitors distributor operating standards and procedures. Ensures stock taking accuracy.
• Ensuring optimal Customer experience through delivering in full and on time with accurate invoicing.
• Performs Distributors' assessment and monitors their performance through specific KBIs (DOSA, OTIF) 
• Grow share of visible inventory every outlet and in the territory through marketplace execution, understanding of the market.
• Act as first level of support on system issues and coordinate trainings for system users in Distributors warehouse.
• Follows Company standards and codes like Code of Business Conduct in market executions.
• Maintains strong relationships with customer during periods of conflict by resolving issues to mutual benefit.
• Builds effective relationships with contractual Distributors as well as with potential ones.
• Builds productive and influential cross functional relationships and alignment within the organization (Field Sales, Commercial Finance, Logistics, BSS)
• Ensures implementation of new procedures, new product launches.

QUALIFICATION & EXPERIENCE:

• Minimum  of 2 years experience in front line sales and managing people.
• Knowledge CDE profitability
• Knowledge on partnering with Customer/Clients
• Knowledge on Cost Management, Personal Organization; time and task management
• Ability to train and supervise performance of others, Computer applications, Sales Force Management,
• Total understanding of the Organisation, Presentation Skills, Budgeting and Budgetary control
• Company systems and procedures - Setting targets for outlets & Route / call