Business Development Manager at Ornua

The role has a dual purpose of executing both commercial and business development responsibilities in collaboration with the Distribution Partner (DP) within the assigned region with overall objective of delivering the growth targets as specified per time:

• Oversight of the activities of the Distribution Partner, collaborating with and monitoring the distributor’s performance to ensure the delivery of business KPI
• Major contributor to the annual and cycle business plans in and leading their execution in the assigned region 
• Customer development function – development of existing dealers and recruitment of new ones as may be required by the business growth needs.

KEY RESPONSIBILITIES/ACTIVITIES:

• Deliver key monthly and annual brand KPI for the assigned region – volume, revenue, portfolio mix, coverage etc).
• Manage full execution of all Ornua annual business plans, quarter and monthly initiatives (working with DP teams and external agencies)
• Cultivate collaborative relationships with DP, dealers, wholesalers and their teams in a way that promotes Ornua brands and products
• Implement plans to grow and strengthen existing customer base by regularly reviewing performance/financial health and implementing tactical initiatives
• Develop new business by recruiting new customers (as required) – leading/collaborating with the local team of DP in prospecting, engaging, assessing, appointing and managing new distributors/dealers  
• Facilitate coverage and effectiveness of secondary sales channels (Wholesales, OM Retail, Neighborhood D2R, KAM Retail and other channels) by developing the sales reps through classroom training and field coaching and accompaniments – train, coach and measure
• Manage deployment and maintenance of POS and merchandising materials assigned to region
• Provide activation and merchandising strategies and leading their execution by working with DP teams and agencies to ensure brilliant execution of all market activities and in line with agreed objectives
• Share business performance/effectiveness of market activities as required during review sessions using relevant tools
• Monitor market/competitor activities, execute relevant market surveys and promptly share updates with the business according to agreed schedule and anytime asked

JOB REQUIREMENTS:

KEY ACTIVITIES/PERFORMANCE MEASURES –

• Primary Sales (volume and revenue)
• Secondary Sales KPI (Volume, SKU mix, distribution)
• Coverage (distributor base expansion)
• Merchandising (visibility, activation, promotion effectiveness)
• Capability Building (training and coaching)
• Market Intelligence

Others:

• Primary work location – Lagos
• Area of Coverage - Lagos
• Travels – Local travels within Lagos

EDUCATION & EXPERIENCE 

Qualification:

• Minimum of bachelor’s degree in any discipline

Experience:

• 5+ years commercial experience (sales, marketing, business development, retail) in FMCG (preferably food) with 3+ years and demonstrable record of success in a customer and team management role

Knowledge & Functional Skills:

• Business objectives and priorities
• In-Market Execution
• Sales
• Customer Management
• Negotiation, Communication & Presentation
• Excellent Numeracy Skills - Sales/Business Analysis
• 360◦ Relationship Management
• Coaching
• Leadership by Influence
• Teamwork
• Self-Motivated and Proactive

Key Competencies:

• COMMUNICATIVE: Applies advanced communication skills, considering impact on the audience and desired outcomes.
• EXPERTISE/ RIGOUR: For complex challenges or new areas, applies effective professional skill, analysis and decision making, and planning and reviewing.
• FORWARD LOOKING: Leads others through change and contributes to competitive challenges and functional strategic plans.
• CUSTOMER FOCUS: Anticipates customers’ strategic needs and challenges. Builds strategic partnerships with customers.