Group Chief Sales Officer at Promasidor

JOB PURPOSE/OBJECTIVES

• Strategic responsibility for the development of Promasidor Group Sales Strategy and its execution.

KEY RESPONSIBILITIES/ACTIVITIES

• Develop and execute the Group Sales strategy to ensure sales volumes meet the 5-years Promasidor Strategic Plan – ‘’PSP’’.
• With Group CMO, lead the Promasidor Strategy Plan annual exercise project and support the consolidation of reports to the Group CEO.
• Transition monthly in-country Sales reporting from Ms Excel to Group reporting software (Vena).
• Develop with Group CMO standard SKU reporting name convention for consolidation and aggregation in monthly reporting. Name convention to be implemented across the Group.
• Prepare consolidated monthly sales performance reports of the Group to present to the Group CEO, run out of Group reporting software.
• Support country CEOs, Sales Directors, and Export Directors to deliver the PSP sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors across Africa.
• Oversee and support Group CEO and in-country CEOs in the review of annual in-country Sales objectives.
• Oversee and support Group CEO and in-country CEOs in the review of the annual 5-years PSP program.
• Implements Group sales programs by working with country CEOs and Sales Directors to develop field sales action plans.
• Oversee and ensure monthly S&OP process for in-country sales forecasts is running correctly and help to drive improved sales forecast accuracy through training of in-country Sales Directors.
• Support in-country CEOs and Sales Directors with the design, implementation and efficiency review of internal sales incentives to staff as well as sales volume incentives across trade channels.
• Ad-hoc support to in-country CEOs and Sales Directors with the design, implementation and efficiency review of external sales promotion initiatives.
• Support in-country CEOs and Sales Directors with the design and implementation of optimized RTM Strategy (organisation and infrastructure) for the Group with differentiation across markets leveraging existing GTM IT system to exploit and explore opportunity and potentiality of each market.
• Guide execution of Group RTM strategy and evaluate RTM performance and infrastructure (headcount, vehicles, tablets, software, etc).
• Develop templates for the Optimized RTM strategy including execution Management Surveys, Report, Routines, RTM Models, RTM Toolkits, RTM Dashboard, Distribution Development and Management Dashboard, by working closely with the Sales Directors and Marketing Executive to ensure that "RTM Execution guidelines" fulfillment, alignment and execution has been implemented as designed across the Group.
• Develop and define RTM metrics / KPIs for the Group and work with Group GTM to develop dashboard to monitor and assess Partner/Distributors/Agent performances.
• Roll-out of standard and uniform primary and secondary daily sales reporting across group opcos – using group Power BI solution.
• Develop and support trading directors in their agency model – with roll-out of uniform agency framework and sales strategy and formalize relationship with updates to uniform agency agreement.
• Develop internal and external Sales capability Strategy for the Group.
• Development of a Group Sales toolkit framework and ensure group wide training program of same to create unified sales culture.
• Group sales toolkit to cover: uniform sales organization across opcos, job descriptions, steps of call, planogram execution, AVA, Promasidor Perfect Store concept, Primary/secondary sales management, trade merchandising, Partner/Distributor/Agent management, incentive designs, reporting, etc.
• Drive implementation of the sales academy across the Group with roll-out of the Group sales toolkit.
• Develop Sales competency framework for the Group to ensure High potential employees are identified and successors for Sales leaders are established.
• Coaching, planning, monitoring, and appraising Sales Directors across the Group.

REPORTING RELATIONSHIPS

• Reports to Group CEO
• Direct Report: Group GTM Manager, RTM Manager - ECOWAS, RTM Manager - CEMAC, EA & SA, and Group GTM Supervisor

PRIMARY INTERFACES

INTERNAL

• Group Executive Chairman
• Group CEO
• Group CMO
• Group HRD
• CEO & Sales / Commercial Directors in the Group
• Group procurement & Technical Director

EXTERNAL

• Ad-hoc meetings with Key Distributors & Agents

JOB REQUIREMENTS

• Bachelor’s degree and postgraduate qualification in Sales / Marketing if the first degree is not in a related field. An MBA would be an advantage.
• 7-10 years’ work experience as an executive in the Sales / Marketing function, in a leading FMCG company.

KNOWLEDGE & SKILLS

• Leadership and management skills
• Excellent relationship management skills
• Excellent Sales analytical skills with ability to develop Sales target and
• Strong and confident negotiator
• Excellent communication, interpersonal and influencing skills
• Managing budgets and expenditure
• Excellent analytical and problem solving abilities
• Results orientated with ability to plan and deliver against project deadlines
• Commercially and financially astute with experience of managing budgets
• Resilient, self motivated and able to work well under pressure
• Ability to work across cross cultural teams

PERSONAL ATTRIBUTES

• Inspire and motivate the team
• Consistently manages performance firmly and fairly
• Resilient, optimistic and open to change
• Remain flexible to adapt to changes in work environment.
• Self-motivated & proactive
• Great affinity for numbers and patterns
• Ability to handle pressure
• High levels of integrity with a commitment to good governance
• Exhibit a professional, business-like appearance and demeanor.