Head, Sales at Phillips Consulting

Our Client, a major distributor of Fast Moving Consumer Goods in Nigeria, seeks to attract a seasoned sales expert to occupy the role of Head of Sales in its organisation.

Expatriates are open to apply.

Recommend, Implement & Deliver Sales Marketing Plan

1.   Plan sales activities for the  FMCG Sales Force through provision of sales information to compile JC activity marketing briefs for tentative and forward activities, prepare final plan instructions and Smarts for each Regional Team for communication at the SCM. Also prepares the Agenda and Journey activity plan for the TMs
2.   Identity sucessful sales strategies from Journey activity performance, coordinate with Marketing, Logistics & Finance for smooth and effective roll out of sales initiatives
3.   Produce a coordinated plan that recognises seasonality category and channel broken down into brand focus priorities with budget and activities on a Journey basis by the middle of November every year

Deliver Departmental Performance In Line With Agreed Budget
1.   Set clear performance objectives through daily productivity targets, given in a Journey wise use of time plan. 
2.   Monitor performance against target criteria of sales managers, business development / executives through evaluation of weekly sales summaries submitted by every member of the sales team
3.   Take relevant action through coaching, constructive feedback and if necessary the use of disciplinary measures to ensure performance levels meet the defined targets.
4.   Ensure hotel, fuel and other expense parameters are communicated clearly into the sales force. Journey wise expenses to be monitored and controlled to ensure they are within budget

Implement And Deliver Company Policy Across Department
1.   Involve HR to ensure the communication and good understanding of the company policies relating to work practices, professional etiquette, Health & Safety, vehicle responsibilities and  dress code

Responsible For Maintaining Department Strength In Line With Establishment
1.   Identify the work load and commensurate job roles to deliver the planned work.
2.   Communicate Sales Force HR requirements to MD and align with HR department to equate the strength to the establishment needs
3.   Recommend amendments to establishment to optimize sales performance, evaluating existing and new branch requirements and opportunities

Recommend, Implement & Deliver Department Policy & Procedures
1.   Create department policy and procedures and ensure processes are in place for every member of the sales force to have access to and be informed of these policies

Responsible For Department Recruitment & Training
1.   Communicate recruitment needs to HR, identify 3 candidate for each vacancy, select candidate upon pre agreed criteria ( job role specification) and adhere to company pay structures.
2.   Identify training requirements,  both for new and existing managers and staff for fundamental selling skills and also for specific Journey Action activities
3.   Preparation of candidates who are being promoted to the next level both in terms of job spec communication and investment of own UOT to demonstrate proper delivery of job responsibilities

Ensure Department Delivers Appraisal Reviews
1.   Devise Smarts that will deliver annual plan for each job role
2.   Communicate Smarts and performance expectations, plan in UOT appraisal time for self,  direct reports and other department reviews
3.   Ensures appraisals actioned are communicated to HR for personnel filing

Generate Accurate Reports To Meet Department & Company Requirements
1.   Daily Sales & Weekly reports to be submitted accurately and on time for review by line managers
2.   Ensure market intelligence gathering is completed in a consistent format for easy compilation by marketing departments

Job Requirements

• First degree or equivalent in  business administration or related field
• An MBA will an added advantage
• Minimum of 8 - 10 years of experience
• S/he must have worked in an FMCG sector of the economy