We are looking for a highly analytical, commercially grounded, and execution-driven Head of Sales Operations / Route-to-Market (RTM) Specialist to help transform and optimize our sales operations across multiple markets and channels.
This role is critical to the future of our business. The successful candidate will help build the operational backbone of our commercial engine by improving route-to-market efficiency, van sales productivity, territory structure, outlet coverage, distributor performance, reporting visibility, receivables controls, and overall sales execution discipline.
You will work at the center of strategy and operations, partnering closely with leadership to build scalable systems capable of supporting rapid business growth within a fast-moving bakery environment.
As part of this role, you will play a key part in supporting our Sales Operations by identifying growth opportunities, optimizing sales territories and routes, improving market coverage, strengthening field execution, and helping our sales teams operate more efficiently and productively.
Your contribution will directly impact our ability to scale operations, improve customer reach, enhance distribution efficiency, and strengthen our position as a leading force in Nigeria’s food industry.
Key Responsibilities:
Route-to-Market (RTM) & Territory Management
- Design and optimize sales territories, delivery routes, and market coverage plans
- Develop efficient route structures for van sales operations
- Identify white spaces and expansion opportunities across markets
- Improve outlet penetration and customer coverage efficiency
Conduct territory mapping and route productivity analysis
- Sales Operations & Commercial Excellence
- Build and implement structured sales operating processes
- Develop daily, weekly, and monthly sales performance tracking systems
- Monitor van sales productivity and field execution standards
- Drive accountability across sales teams through KPI management
- Establish structured reporting systems and commercial dashboards
Distributor & Channel Management
- Analyze distributor performance and market coverage effectiveness
- Develop channel performance monitoring frameworks
- Improve distributor operational discipline and reporting accuracy
- Support trade execution and market activation initiatives
Receivables & Control Management
- Strengthen receivables monitoring and collection processes
- Develop customer account control structures
- Work with finance and sales teams to reduce outstanding debt exposure
- Improve sales reconciliation and cash accountability processes
Data Analytics & Decision Support
- Translate field and sales data into actionable commercial insights
- Prepare management reports and operational performance reviews
- Identify operational inefficiencies and recommend corrective actions
- Support strategic commercial planning with data-driven insights
Process Improvement & Systems Development
- Develop scalable SOPs for sales operations
- Improve operational workflows and execution standards
- Support the implementation of sales technology and tracking tools
- Drive continuous improvement initiatives across the commercial function
Requirements: Education & Experience
- BSc in Business Administration, Sales, Supply Chain, Statistics, Economics, or related field
- Minimum of 5+ years experience in Sales Operations, Route-to-Market, Commercial Excellence, or FMCG Sales Management
- Strong experience within FMCG, bakery, food distribution, or van sales operations is highly preferred
- Proven experience managing territories, routes, distributors, and sales performance systems
Skills & Competencies
- Strong analytical and problem-solving skills
- Excellent understanding of route-to-market strategy
- High proficiency in Microsoft Excel and reporting tools
- Strong commercial and operational thinking
- Ability to manage and interpret large sets of sales data
- Strong leadership and stakeholder management skills
- Excellent communication and presentation ability
- Ability to work in a fast-paced, execution-focused environment
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