Sales Operations Manager at Hayat Holding

Details:

Direct Report: Sales Director

Team: RSM, ASM, Distributor Channels, SRs

Location: Nigeria

Department: Sales

MAIN PURPOSE OF JOB:

Lead the Field Sales team to execute agreed Category Channel/Customers/Distributor plans and activities at the Point-of-Purchase for the entire region.

Key Outputs:

• Lead the development and embedding of Field Sales Strategy - define appropriate Field Sales resource capacity, support tools and structure in alignment with the RSMs and Consumer Marketing Team to execute Category Channel/Customer/Distributor plans in full. Establish and manage Sales Force departmental expenses based on the agreed budget.
• Ensure achievement of agreed Field Sales targets/KPIs.
• Co-ordinate and review the territory management plan on a yearly basis per Channel/Customer (store) and business opportunities.
• Collaborate with RSMs, ASMs, Sales Administration, Customer team and Supply Chain to deliver overall commercial plan. Ensure intelligence gathering in store.
• Ensure adherence to all Company principles and policies including /local Trade policy, local Trade Terms, Safety and local regulations.
• Ensure development of careers, succession plans, training, development and coaching of Field Sales personnel as well as direct reports. Store check and work-with on a regular basis.

Summary Requirement:

Experience:

Not more than 10 years’ sales background in business operations with an FMCG sector in Nigeria and over the period has successfully delievered on KPIs, especially top and bottom line business results – Lead and understand all sales functions with successful track record of developing people.

Education: B Sc. Degree with a mimimum of 2nd Class Degree.

Key Knowledge & Attributes:

• Distribution Management, Trade Marketing , Channel Management, Customer Management considerable experience/successes;
• Experience in coverage and territory management, driving distribution and managing trade terms
• Good knowledge of interrelationship with key functions and their initiatives (Sales, Marketing, Finance, HR, Supply Chain, Technical and Globe & IS/IT).
• Good Knowledge of core Business Processes (Sales/Distribution Management, Financial Reporting, Training, HR Policies, Traceability, Quality Fundamentals, etc

Strong analytical skills, presentation capabilities;

• Good Knowledge of Market Intelligence, Category/Channel/Shopper trends and shopper Insight into actionable ideas
• Advanced knowledge of local laws (competition, trade union, working laws).
• Ability to travel within Nigeria frequently and other locations in line with business needs.

Key Leadership Behaviour:

• Insight
• Energize
• Enable Results Through Others
• Coach & Develop
• Influence with Integrity
• Courage

Competencies:

• Drive Channel/Customer Knowledge
• Integrated Customer Relationships and Collaboration
• Drive Sustainable Profitable Growth
• Effective Business Planning
• Drive Excellence in Execution