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  • Posted: Jun 23, 2022
    Deadline: Not specified
  • PZ Cussons Nigeria Plc is part of a multinational consumer goods business, PZ Cussons Plc. We manufacture and distribute some of the best loved brands in Nigeria, from Imperial Leather to Cussons Baby, Morning Fresh to Thermocool and Robb. We operate in five core categories - personal care, beauty, home care, food and nutrition and electricals. Worldwide PZ ...
    Read more about this company


    Area Sales Manager

    Department Strategic Objectives

    • Lead in the delivery of customer and field sales business objectives towards the achievement of the overall organisation business and growth objectives

    Job Purpose:

    • Lead the field sales team and Customers to deliver agreed business objectives including brilliant execution of sales and channel marketing activities within assigned area.

    Context / Scope

    • A key contributor to the success of the PZ Cussons commercial strategic plan with an effective and flexible field sales force; demonstrating industry leadership in both volume driving & brand building activity.

    Key Accountabilities

    • Manage the activities of the field sales team in assigned area
    • Achieve agreed business targets/KPIs for the area (Top line, GM, Focus Brands, NPD, Tradeex, POP deployment etc.)
    • Achieve sales drivers (QDVP) objectives for the area
    • Manage Sell in and sell out of Customers in the Area
    • Recruitment of customers, development and delivery of Joint Business Plans with key customers in assigned area.
    • Develop and ensure implementation of outlet coverage strategy for the area
    • Implement agreed Route to market strategy in assigned area.
    • Ensure brilliant and successful execution of all Promotional/launch/agencies activities in the area and timely delivery of relevant reports.
    • Identifies training needs of RDM’s, works with RSM, Regional Capability Development Manager and HR to build Sales capability and ensure a talent pipeline.
    • Feeds into the demand process to optimise the quality, accuracy and clarity of inputs.
    • Provide market intelligence report in assigned area

    Measurement / Performance Indicators

    • Development of Joint Business plan of customers in the Area.
    • Target vs. Actual monthly/yearly performance (volume/value, QDVP, KPIs and timely execution of the activities)
    • Coverage strategy and implementation
    • Coaching and development plan implementation

    Internal & External Relationships:

    • Regional Sales Manager
    • Marketing/Sales/Channel/Supply Chain/Finance/HR team
    • Line Managers (Performance Management, recruitment, induction)
    • Key Distributors/Customers
    • Government agencies within Area
    • PZ Marketing & Sales network

    Knowledge, Skills & Experience Needed

    • First Degree in any discipline.
    • Computer literacy (MS Word, Excel, PowerPoint).

    Experiences - (What experience brings success to this role):

    • Minimum of 3 years experience in marketing or sales, and over this period has successfully delivered on KPIs.
    • Demonstrated ability to coach and develop people
    • Field Sales management experience

    Knowledge - (What does the person need to know):

    • Good knowledge of business objectives and priorities.
    • Working Knowledge of core Commercial Planning process (IMEX, CPM, Battle Plan, Risk & Opps, RiRo, SLOBs).
    • Knowledge of Field Sales, Channel or Distributor Management
    • PZ Cussons Leadership competencies

    Functional or Technical / Business Skills: (What can the holder do)

    • Commercial Acumen - Developed
    • Customer Management - Developed
    • Negotiation Skills - Developed
    • In Market Execution - Developed
    • Selling Skills - Proven Strength
    • Sales Drivers - Proven Strength
    • Channel Strategy - Developed
    • Presentation & Communication Proven Strength

    PZ Cussons Leadership Competencies required:

    Required Behavioural Competences:

    • Act Authentically by being  open, welcoming and genuine
    • Build Capability by pushing for opportunities to learn and grow towards achieving organisational objectives.
    • Challenge Convention - be courageous to challenge in the right way for the right reasons.
    • Deliver Fast and Smart by planning and organising activities to achieve defined goals.
    • Establish Connections internally and externally to better serve our customers and other stakeholders.
    • Focus to Win by demonstrating drive and resilience to achieving agreed objectives.

    Method of Application

    Interested and qualified? Go to PZ Cussons on to apply

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