Sales, business development

House *C Road *, Ikota Villa Estate, Lekki, Lagos.

Tel: 070********, 080********, 081********.

E-mail: ********@*****.***, **********@*****.***.

AIYA, CHRISTOPHER OSAGIE (PGDBA, B.ENG, ANIMN)

PROFESSIONAL STATEMENT

A value adding and collaborative sales leader and people manager, currently working as a Deputy Region Director, Sales and Marketing – south south Nigeria for Dangote cement plc. I have worked with several leading companies including Guinness Nig. Plc, Coca Cola Hellenic Bottling company, FrieslandCampina WAMCO Nig Plc and Dizengoff WA. This career path has enhanced my sales capabilities, commercial awareness and excellence. I have also developed a better knowledge of people, cultures, and preferences in this target driven and fast paced sector.

I have consistently delivered sustainable and profitable sales growth for my employers. Using excellent communication skills, I created and sustained effective collaborative relationships with key channel partners and business drivers. I have significant work experience in business management, distributor management, sales operations and route to market optimization teams, playing a key role in staff and distributor capability development, retail trade coverage, wholesale trade maximization, trade and customer marketing, route effectiveness and efficiency.

KEY COMPETENCIES

leadership *Decisiveness *Adaptability

commercial awareness *Conflict Resolution *Creative thinking

Communication *Value addition *Resilience

Teamwork *Analysis *Organisation

Planning *Find solution

PERSONAL VALUES

Integrity *Self-development *Inclusivity

Hard work *Contentment *Courage

Respect *Empathy *Impartiality

CAREER HISTORY

Dangote Cement Plc,

March 1, 2018 – Till Date Deputy Region Director, South South, Nigeria

Apr 4, 2016 – Feb 28, 2018 Deputy Region Director, South East, Nigeria

ACHIEVEMENTS

Sales Volume:

Grown year on year revenues by double digits and gained significant market share.

2019 revenue – N112,920,277,700

2018 revenue - N101,932,000,000

2017 revenue - N 77,967,838,000

2016 revenue - N 73,648,296,000

Leadership:

Developed and implemented commercial strategies according to company goals and objectives aiming to accelerate growth.

Inspired a team that is obsessed with winning daily.

Recommended and implemented all changes to align my team with the overall business strategy. Implemented new sales strategies.

Advised on business direction, competition, and market trends. Conducted market research and analysis to create detailed business plans on commercial opportunities especially with regards to expansion and business development.

Understand the requirements of existing customers to ensure their needs are being met.

Acted to acquire new customers and manage client relationships (new and existing).

Collaborated with and coordinated diverse teams including marketing, sales, customer service to deliver fantastic results.

Built and maintained profitable partnerships with key stakeholders.

Monitored performance of commercial activities using key metrics and prepare reports for senior management.

Assisted in setting financial targets and budget development and monitoring.

Streamlined lead generation processes enabling sales teams to chase leads swiftly.

Analysed opportunities for growth.

Made commercial recommendations to the sales leadership.

Handling a variety of projects for the business as required.

Organic growth:

Delivered profitable sales growth via building value adding, collaborative relationships with key channel partners and business drivers.

Improved on numeric and weighted distribution in trade.

Strategy & Innovations:

Championed upfront incentives for distributors to boost sales.

Initiated the creation of a virtual depots to reduce delivery cost to trade, create more margins for distributors and increase speed to market.

Developed a functional preseller team engagement strategy with trade partners.

Improved on distributor, wholesaler and retailer capabilities and infrastructure.

Brilliant execution of all promotional activities in the region.

Job Description

Provide commercial leadership and co-ordination across a geographic location to achieve volume and share objectives through leading the development and the execution of the Sales and Distribution Operation Plan for the Region.

Job Responsibilities

•Developing and executing annual Region Commercial Business Plans

•Driving commercial and execution capabilities leveraging Right Execution Daily and implementing the defined Picture of Success at retail

•Actively pursuing opportunities to improve our Route to Market, leveraging best practices from other markets

•Ensuring application of consumer programs designed to enhance consumer brand equity

•Developing and execute operational elements of agreed product / price / pack / channel plans

Guinness Nigeria Plc (Diageo),

Oct 1, 2015 – 31 Mar 2016 Area Mgr. – Distributor Management - Edo & Delta

Nov 2013 – Sept 2015 Distributor Development Manager -Benin City & Warri

July 2011 – Oct 2013 Distributor Development Manager –Asaba & Anambra

ACHIEVEMENTS:

Improved on market share by developing new distributors and growing existing ones.

Enhanced share of Guinness business with Key distributors from 28% to 40%.

Increased sales revenue by 80% from N9bn to N16bn.

Optimized the retail redistribution routes by 40% from 35 to 49 and created well delineated distributor retail territories.

Achieved on distributor capability; 12 distributors bought forklifts, 9 installed fully automated IT systems and 7 built standard warehouses.

Improved on Nielsen weighted distribution scores on core brands.

Revived distributor trust and buy-in via regular and well-structured performance reviews and training of distributor staff.

Reduced Benin region credit limit exposure to distributors while also maintaining sales levels.

Grew Benin region sales contribution to the national from five to eight percent.

PURPOSE OF ROLE

Have accountability for developing and sustaining amazing value adding business relationships with our key distributors.

Develop and drive the joint strategy and plans with distributors, have direct performance and P&L responsibility and a strong focus on working with distributors to develop the capability within their organizations.

Accountable for leading a Route to Market Executive team and develop and drive Guinness Nigeria Plc strategy and plans with wholesalers/stockists.

ACCOUNTABILITIES:

Responsible for the development, tracking and deployment of distributor infrastructure. Ensure all conditions are in place locally to make warehousing development, forklifts capability, other supply chain and warehouse management principles are applied at distributors’ outlets.

Responsible for training and structured coaching of distributor and Guinness Nigeria staff on distributor development initiatives like Vendor Managed Inventory, distributor IT infrastructure and other Route to Consumer initiatives. Wide influencing needed.

Collate local reporting and identify main priorities for improvement by the Divisional teams. Must ensure that the distributor operations are in line with agreed Distributor Standard operating System and tracked through agreed dashboard.

Must ensure that monthly action plans are effective especially for the weakest distributors on warehouse infrastructure. Must regularly track distributor delivery against agreed timelines for infrastructure development.

Support distributor to develop Annual Business Plan, P&L and ensuring optimal financial health of distributor.

DUTIES

Financial:

Responsible for identifying the CAPEX budget for distributor development required nationally.

Support OPEX management.

Training and recruitment of potential distributor organization in conjunction with sales capability 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 Distributor & Wholesale Director.

Responsible for the development of distributor infrastructure and capability. Currently 300 distributors at various levels of capability 1.

Leadership Responsibilities:

Must be able to influence, inspire and drive performance without having direct management responsibility for distributor.

Leadership Capabilities:

1.Be Authentic 4. Manage people for success

2.Find solutions 5. Consistently deliver great performance

3.Connect to the Diageo purpose 6. Grow self

FrieslandCampina WAMCO Nig. Plc

OCT 2009 –June 2011 Area Sales Manager - Aba, Abia State.

NOV 2006-Sept 2009 Area Sales Manager - Abakaliki, Ebonyi State.

DUTIES

Achieve net sales targets.

Achieve redistribution objectives i.e. market shares, out of stock targets etc.

Establish effective customer service and trade relationship.

Sales team management and motivation.

Manage the key/sub distributors for sales growth.

Nigerian Bottling Company, A Coca Cola Hellenic Bottling Company

AUG 2004 – OCT 2006 Business Development Manager - Eket, Akwa Ibom State.

DUTIES:

Ensure constant availability of all brands and packages in customer’s outlets.

Report and act on all trade activities that will develop distributors’ territory, competitors’ activities, new outlet creation, key community programs, etc.

Manage key accounts and special events.

Implement and monitor marketing and promotional activities in the distributors’ assigned territory.

Monitor sales asset productivity and recommend placement of same.

Protect and enhance company image by ensuring proper placement, display and maintenance of pertinent point of sales materials.

Review outlet performance with dealer(s) and discuss ways to improve sales.

Coordinate and monitor team of salesmen and ensure effective and efficient fleet maintenance and truck utility.

Dizengoff W.A. (NIG) LTD (Motorola Communications group)

Sep 2003 – July 2004 Sales Executive Officer Lagos

ACADEMIC HISTORY:

Career Trainings Several

University of Uyo – Uyo PGD Business Administration

University of Benin - Benin-City B. Eng. Petroleum Engineering

PROFESSIONAL AFFILIATIONS:

Dec 2008 Associate Member of the National Institute of Marketing of Nigeria (ANIMN)

OTHER INFORMATION:

Date of Birth; 16th of December 1977

Sex; Male

Contact this candidate