Field Sales Manager at Westfield Consulting

Location: Ikeja, Lagos
Reporting Lines: Reports to the Business Manager East

Job Description

• The role involves primarily ensuring the availability of company products as Point of sales (POS) through Key Distributors (KD) and channels.

Main Accountabilities

• To ensure compliance with our client’s trade policies at KD level.
• Manage Distributor sales resources.
• Handling KD complaints at KD level.
• Is responsible for various Trade Initiatives as detailed by Trade Marketing Manager at KD and Point of Purchase level.
• Ensure KD profitability.
• Ensure implementation of trade promotions at POS.
• Manager VSMs KPI and deliverables

Job Dimension:

• Reporting Lines: Reports to the Business Manager East
• Direct Reports:
  • Key Distributor Executives
  • Vans Sales Rep (Retail Connect)
  • Main Functional Relationships

Key Contacts:

Internal:

• Sales Team
• Accounts Department
• Marketing Team (Trade Marketing and Brand Managers)

External:

• Distributors
• Wholesalers
• Retailers
• Traditional Rulers

Key Result Area

• Sale Volume and Value - Weightage (65%) - Performance Target (100%)
• Penetration - Weightage (20%) - Performance Target (100%)
• Visibility/Customer Satisfaction - Weightage (10%) - Performance Target (100%)
• Relationship Management - Weightage (5%) - Performance Target (100%)

Performance Criteria:

• Revenue
• Customer Satisfaction
• Market Penetration/Coverage
• Team Management & Development
• Cost of Serve/sale
• Number of Customers (Distributors, Wholesalers, Retailers, Consumers and Key Accounts’ Customers)

Personal Specification
Relevant Experience:

• Candidates should possess a Bachelor's Degree qualifications.
• 4 - 6 years experience in sales; with 2 in similar role.
• Organizational awareness.
• Coaching skills.
• Negotiation and Relationship Management Skills.
• FMCG experience is desirable.
• Communication skills.
• IT skills, excel, PowerPoint.

Behavioural Competence:

• Extrovert
• Conflict resolution
• Conscientious
• Innovative
• Creative
• Strong leadership
• Emotional Intelligence – Empathy
• Team building
• Delegation