Head of Modern Trade at Lontor Nigeria

Position Overview

• The Head of Modern Trade will lead Lontor's strategic expansion and commercial excellence within organized retail channels, including supermarkets, hypermarkets, electronics retail chains, and large-format stores across Nigeria and West Africa.
• This role is critical to driving brand visibility, market share growth, and profitable revenue through Nigeria's rapidly expanding modern retail sector.

Key Responsibilities
Strategic Leadership & Business Planning:

• Develop and execute the 3-year Modern Trade strategy aligned with Lontor's overall commercial objectives.
• Set annual sales targets, profit margins, and market share goals for the modern trade channel.
• Lead budget planning, trade investment allocation, and ROI analysis for all modern trade activities.
• Identify new retail partnership opportunities and expansion into emerging modern trade formats (including e-commerce platforms).

Key Account Management:

• Directly manage relationships with top-tier retail partners (e.g., Shoprite, Spar, Game, Jumia, Konga, and major electronics chains).
• Negotiate commercial terms, slotting fees, promotional calendars, and category management agreements.
• Drive new product launches and seasonal campaigns within key accounts.
• Resolve escalated commercial issues and ensure contract compliance.

Sales Team Leadership:

• Lead, mentor, and develop a team of Key Account Managers and Modern Trade Executives
• Implement performance management systems with clear KPIs (sell-out growth, distribution depth, merchandising compliance)
• Conduct regular field coaching and joint business planning sessions with account teams
• Drive recruitment and capability building within the modern trade function

In-Store Execution & Merchandising:

• Ensure 95%+ product availability and optimal shelf placement across all modern trade outlets.
• Oversee implementation of Lontor's visual merchandising standards, POS materials, and planogram compliance.
• Drive premium display execution for high-margin categories (air conditioners, renewable energy systems).
• Monitor competitor activities and recommend tactical responses to protect/expand shelf space.

Analytics & Commercial Insights:

• Analyze sell-out data, inventory turnover, and shopper trends to optimize assortment and pricing.
• Track channel profitability metrics (contribution margin, trade spend efficiency, distribution costs).
• Provide monthly performance dashboards to senior management with actionable insights.
• Collaborate with Marketing on shopper marketing initiatives tailored to modern trade consumers.

Requirements

• Interested candidates should possess a Bachelor’s Degree with 4 - 6 years of work experience.