OTUECHERE WENDELL

Experience

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  NIGERIAN BREWERIES PLC-A HEINEKEN COMPANY

  Oct 2006 - Dec 2007

  SALES EXECUTIVE - EAST

  • Executive and managed retail development and expansion activities and plans • Managed sales out from the distributor to retail and wholesale.• Brilliantly executed all retail and wholesale promotions.• Managed and trained the van same men in the field to improve their sales capability

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  GUINNESS NIGERIA PLC

  Jan 2008 - Jun 2009

  RETAIL DEVELOPMENT MANAGER

  Role Accountabilities• Own direct responsibility for the successful operation of the retail redistribution scheme and manage the retail channel to deliver Guinness Nigeria Plc’s depletion target through retail outlets development and deployment of sales drivers in all retail outlets in territory.ACCOMPLISHMENT:• Ensured achievement of retail sales drivers QDVPPP in all retail outlets in territory.• Ensured the retail redistribution scheme RRS was deployed and optimized.• Ensure quarterly Review and updating of VSM routes and journey plans to reflect changes and growth in the recruitment of new outlets in territory.• Achieved Guinness Nigeria Pls’s strategy in my territory-price advantage and/or price parity.• Ensured promotional activities were in the right outlets and executed according to plan.• Brilliantly executed the WAR (Win At Retail) and BtC (Beat the Competition) initiatives as well as other locally generated initiatives to counter competition in territory.• Ensured daily morning reviews, weekly accomplishments and route riding with the VSMs to train and coach them in the Diageo way of selling DWS capability framework. Show less

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  GUINNESS NIGERIA PLC- A DIAGEO COMPANY

  Jul 2009 - Sept 2012

  Role Accountabilities:• Achieve Guinness Nigeria Plc’s shipment volume target and manage profitable business relationships with distributor partners through the deployment of bespoke world-class distributor management system towards growing distributor partner’s business Nigeria Plc while driving our capability agenda with them.ACCOMPLISHMENTS:• Delivered sales volume target across the region by directly managing 10 distributor partners spread across the two sales areas.• Managed profitably the business relationship between Guinness Nigeria Plc and the distributors by driving the capability agenda with distributor’s organizations through the platform for growth program for distributors.• Deployed the Guinness Nigeria Distributor Management System DMS with the distributor partners using tools on the DMS Suite (ADAPT-Africa Distributor Advanced Planning Tool) such as the Join-Up Business Plan (JUBP), the P&L, the Balance Sheet and other planning tools that helped make managing business with them more effective.• Generated distributor’s monthly, quarterly and annual business plans in line with company’s objectives and reviewed same with them.• Created effective Route to Market and Route to Consumer initiatives to deliver customer growth and profitability that ensured seamless sales out across the distributor’s sales channel.• Managed and led a team of 2 Business Development Managers BDM, 9 Retail Development Managers RDM and 37 Van Salesmen.• Managed recruitment, training and capability of distributor’s resources. Trained and coached 37 Van Salesmen in the two sales areas on License to sell LTS with 28 achieving L1 Excellence on the LTS capability measures from initial Zero level L0 capability rating.• Ensured cross-functional alignment with other functions that resulted in seamless business operations, products supply to distributors on time and in full and flawless execution of all category and channel promotions. Show less Role Accountabilities:• Achieve Guinness Nigeria Plc’s depletion target via the wholesale channel by driving sales out from distributor partner’s warehouse through the wholesale and by managing profitable business relationships with wholesaler partner’s through an efficient supply pipeline.• Built and managed profitable business relationships with wholesalers influenced the channel to stock and display all GN products.• Managed sales drivers QDVPP in distributors and wholesalers Outlets.• Built the business capabilities of distributor’s and wholesaler’s organizations to prevent sustainable business growth and sustainable channel sales.• Managed the distributors finance scheme DFS scheme correctly with them to prevent and reduce incidents of failed fund transfers.• Conducted regular monthly business reviews with al distributors and high volume wholesalers.• Brilliantly executed in-store promotions, tactical and all wholesale promotions to drive volume and value for the business and for the customers. Show less

  • DISTRIBUTOR DEVELOPMENT MANAGER

    Jul 2010 - Sept 2012

  • BUSINESS DEVELOPMENT MANAGER

    Jul 2009 - Jun 2010
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  GUINNESS NIGERIA PLC- A DIAGEOCOMPANY

  Oct 2012 - Apr 2015

  AREA SALES MANAGER

  Role Accountabilities:• Achieve shipment and depletion targets by growing redistribution and market share and effectively managing the sales funnel through the channel from distributors, wholesalers and to retail with special focus on developing retail outlets business via effective management of the retail redistribution scheme in the area.ACCOMPLISHMENT:• Drove the achievement of profitable volume, cash and market share targets for the area by brilliantly executing sales drivers (QDVPPP) at both distributors, wholesale and retail levels.• Managed and coached a team of 6 Retail Sales Managers RSM, 4 Retail Sales Executives RSE, 2 Van Sales Supervisors VSS and 20 Van Sales Reps VSR, 7 Van Delivery Reps and 3 Pre-sellers to embed core selling skills and follow a structured call process.• Ensured efficient rout to market and route to consumer optimization through proper territory and rout management and by constantly tracking and reviewing achievement of key rout to route to consumer parameters.• Achieved brilliant execution of promotional activities in the area by ensuring all activations were executed according to plan.• Generated competitor information and local consumer insights to support decision making and fit for purpose local initiatives and interventions.• Managed team for success and set up performance management process with the Platform for Growth (P4G) tool as a guide for managing performance issues, reviews and targeted coaching conversations and feedback.• Trained everyone in my team to become proficient in the use of the sales force automation (SFA) digital tool.• Conducted daily morning reviews, field coaching accompaniments and route riding to upscale sales capabilities of my team and ensured everyone remained motivated and focused on target achievement and key called out objectives.• Effectively controlled team’s expenses and ensured trade investments were targeted to drive down costs. Show less

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  GUINNESS NIGERIA PLC - A DIAGEO COMPANY

  Jan 2014 - Dec 2014

  Divisional Sales Capability Manager - East

  Role Accountabilities:• Lead learning and development strategy for the regional sales team to develop talent for the organization. Facilitate needs assessments to determine appropriate learning and development programs and interventions to address specific competency and sales skills gaps for the regional sales team.ACCOMPLISHMENTS:• Worked with the National Sales Capability Manager NSCM in the periodic review of the sales capability scored in the division.• Ensured all sales personnel in the region understood and completed the Individual Capability Assessment Tool iCAT and its link with the Diago Sales Capability Framework DSCF Diago Academy.• Worked with the NSCM to deploy and embed Diago’s sales capability Standards of Excellence Field Sales Management SoE-FSM and the Standard of Excellence Distributor Management SoE-DM in the region.• Ensured all field sales managers and distributor managers in the region achieved SoE Level 1 rating at the end of the financial year via the deployment of License to Sell LtS (for Field Sales Executive) and License to Coach LtC (for Area Sales Managers) capability improvement programmes.• Worked with the NSCM and the project team in training all sales personnel in the region on the use of In Touch PDA at roll out and on subsequent migration to sales force Automation SFA.• Championed the deployment of the new Platform for Growth P for G programme that outline processes for embedding standard business management development capabilities for distributors in the region.• CoachedField Sales Managers and Van Salesmen during field accompaniments to maximize opportunities in outlets and adhere to the Diageo Way of Selling DWS and to add value by ensuring minimum outlet activation standards OAS is achieved in every sales call made.• Trained line managers in the region on the activation and use of the new performance management tool Partnership for Growth P4G. Show less

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  GUINNESS NIGERIA PLC

  May 2015 - Apr 2016

  Ag REGIONAL NEW BUSINESS DEVELOPMENT MANAGER EAST (ENUGU AND ABAKALIKI)

  Role Accountabilities:• Develop new business and expand distribution and market share to increase volume, value and visibility for the malt category APNAD with special focus on identified grey areas and on deepening rural and hinterland coverage.ACCOMPLISHMENT:• Developed new business for the malt category in the assigned locations.• Focus on creating new distribution points for the malt category in the assigned region.• Raised market share for the malt category from 21% in the assigned region.• Developed strategies to ensure retail penetration of the malt category in the region and especially in rural areas.• Created the Hit Squad Operation to enhance retail redistribution of the malt portfolio in the region.• Increased visibility of Malta Guinness and Dubic Malt by +5% in the region.• Identified potential opportunities for the malt category in rural areas and mini distribution centers to service these rural markets. Show less

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  MEGASTAR INTERNATIONAL CONSULTING

  May 2016 - Feb 2019

  SALES TRAINING AND SKILLS DEVELOPMENT MANAGER EAST

  Role Accountabilities:• Evaluate and test competencies and productivity of sales team for client organizations.• Create and execute sales training plan/modules as well as induction programs for client organizations.• Develop sales competencies framework and KPI of the sales function for client organizations.• Analyze and evaluate training needs/gaps to keep training current, effective and result oriented.• Establish and evaluate metrics for assessing training effectiveness.• Pool best practice and embed performance management process for the sales function.• Carry out sales and business development activities and actively seek out new business opportunities in assigned region.• Draft proposals and negotiate to close deals with client organizations as regards training, learning and development package of choice.ACCOMPLISHMENTS:• Negotiated and won for the business her first highest single volume training contract within the 3 months of joining the organization.• Developed the sales capability development model and the sales capability framework currently used by Megastar for client’s organizations.• Developed sales training manuals and communications materials for Megastar. Show less

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  Fan Milk Nigeria Plc- A Danone Company

  Feb 2019 - now

  Regional Sales Manager

  • Responsible for the achievement of volume, value and all KPI targets for the region.• Grew the regional business by +18% in 2019 from a decline of -8% in 2018 and has sustained YoY growth till present recording a +5% in 2020 despite the pandemic and increased insecurity in the region.• Established the FMN-DANONE NUTRICIA new ELN business in the region by deploying the new RTM and recruiting channel partners for the ELN business.• Focuses team on achieving all business KPIs in their territories by driving brilliant sales execution in trade.• Manages profitable business relationship with customers in the region using world class distributor management skills.• Manages the distributors finance scheme DFS and drives credit below limit.• Owns the sales capability development of my team by deploying training, field accompaniment, and spot checks.• Improves sales force effectiveness by holding everyone accountable on execution of KPIs.• Leads the performance and people management processes for the region.• Develops and leads regional strategy, trade marketing plans, tactical and their flawless execution in line with business strategy to deliver region’s KPIs.• Ensures everyone adheres to the business compliance and ethics procedures. Show less