Head of Modern Trade at Drinks.ng

ROLE OVERVIEW

• Own national Modern Trade (MT) growth and execution. Lead key account planning, negotiation within approved guardrails, in-store execution standards, and MT profitability. Success is measured by MT revenue growth, margin/terms compliance, on-shelf availability, planogram/visibility execution, dispute reduction, and collections/claims hygiene.

KEY RESPONSIBILITIES
Account strategy & growth

• Build national account plans for key chains aligned to BU targets and category priorities.
• Lead Joint Business Planning (JBP) and convert agreements into store-level execution.
• Drive growth while protecting margin and trade spend effectiveness.

Commercial terms & governance

• Negotiate trade terms and promos within guardrails; coordinate approvals with GM/Finance/Legal as required.
• Maintain accurate price files, promo trackers, and rebate/claims documentation.
• Reduce leakage through documentation discipline and timely dispute resolution.

Execution excellence (availability & merchandising)

• Set and enforce merchandising standards: placement, visibility, and planogram compliance.
• Partner with Planning/Imports and Logistics to improve service levels and reduce out-of-stocks/returns.
• Ensure delivery scheduling and POD discipline across MT accounts.

Controls, reporting & people leadership

• Support Internal Control checks on rebates/promo compliance; close remediation actions.
• Provide structured MT performance reporting and insights for BU reviews.
• Lead and coach KAM/KAE and merchandising teams with clear targets and routines.

PERSON REQUIREMENTS
Education

• Bachelor’s degree in Business, Marketing, or related discipline.

Experience

• 10+ years Modern Trade/Key Accounts experience, including negotiation and execution leadership.
• Track record of delivering growth with disciplined terms, rebates/claims, and dispute management.

Behavioural

• Commercially sharp, structured, and disciplined on controls.
• Strong stakeholder management and negotiation presence.
• Execution-focused leader who builds high-performing teams.