Head of Sales / Sales Director at BIC Nigeria

Job Summary

Lead Business Development Function:

• Manage, Mentor and support national sales team to drive customer acquisition and ensure consistent volume & distribution growth
• Develop a pool of multi-skilled and high potential candidates for future expansion.
• Consistently analyze the business environment and market trends in the geography of responsibility (Nigeria) to develop the BIC brand penetration and market-share within the assigned geography.
• Sales Performance & Commercial Strategy:
• Achieve target volume and revenue goals through effective sales management and strategic account development.
• Deliver sales operational excellence in Nigeria by category, region, channel and customers through an aligned business plan
• Grow business partnership with the local distributors in the regions to find innovative and efficient ways to expand distribution for BIC products
• Identify and harness business potential and opportunities in new geographies, products, channels and customers.
• Reporting & Analytics:
• Provide regular performance reports to the General Manager, including updates on key business metrics, customer acquisition metrics and long-term growth forecasts.

Functional Role

• Responsible for the growth of LSNL/BIC business in Nigeria
• People Development and capability building
• Develop a business plan for BIC customers in assigned geography

Main Responsibilities / Tasks

• Achieve LSNL/BIC business objective for total country; Sales Target (Volume and Value) and aligned Business Development initiatives
• Develop Business Plan for Nigeria and the Joint Business Plan (JBP) for each customer in the territory.
• JBP: regularly review with the Customers, their performance and contribution in line with Joint Business Review template.
• Develop new sales opportunities within assigned geography (Nigeria).
• Communicate business priorities to customers and ensure realization of Marketing objective in the country.
• Ensure structure and due process in the generation of sales orders and ensure prompt cash collection payment in line with AR objectives.
• Effective liaison between customers with the relevant stakeholders (Finance, Supply Chain, Marketing and Manufacturing) to guarantee volume growth and customer satisfaction.
• Create and manage a database of all customers, Traditional Trade, Corporate and Modern Trade Customers with the relevant personnel
• Ensure price and distribution compliance in the market

Market Intelligence

• Regular field visits to understand and analyse local market trends for each product category (Stationery, Shavers, Lighters, and Other Products)

• Scope of the analysis: Distribution network, Customer analysis, BIC positioning, Competition analysis (price, product, distribution, promotion), Anti-counterfeiting surveillance, etc.

Business Development

• Develop and support local distributors
• Train and support local sales team: product knowledge, field visit
• Respond to and follow up sales enquiries & orders
• Plan and prioritize personal sales activities and customer/prospect contact
• Lead and manage the distributor relationship with Key Accounts
• Follow up implementation of agreed marketing plans in close cooperation with BIC Marketing Manager
• In Market Sales (IMS) analysis

Key Performance Indicators

• Achieve sales targets (volume and value)
• Number of new customers and channel execution in white spot areas
• Frequency of orders and cash collection
• Service level (speed of delivery)
• Strong Numeric and Weighted Distribution and retail coverage (plus new channels)

Requirements:

• Relevant experience in sales and business development functions especially within FMCG sector
• Perfect knowledge and use of Microsoft operating system especially Power-Point & Excel
• Business and results oriented with proven communication & negotiation skills
• Proven Commercial Expertise: demonstrated ability to lead and grow business development function with a track record in customer management, relationship building and distribution expansion.
• Strong leadership capabilities with experience managing a team of sales managers, mentoring and driving team performance
• Highly adaptable with the ability to work in a fast-paced, dynamic environment, taking initiative and energizing others.
• Advanced understanding of commercial metrics and business development strategies, with experience in driving distribution & market share growth.