Head Sales Development at Olam Nigeria Limited

Overview of Position/Detailed job description:

• The Sales Development Head would be responsible to lead the development of Sales & Distribution Strategy for all the 6 Categories & across Regions & Channels of Nigeria. He will also be charged with building competencies on Route-To-Market, Trade & Shopper Marketing, Channel Development, SalesForce KPI effectiveness, Automation and performance score cards.

Tasks/KRAs

Key responsibilities include:

• Take ownership and devise sales strategies to drive category volume growths in an extremely competitive, VUCA environment. Partner with sales team to build rigor in monthly volume achievement by Customer, Pack & Channel
• Identify Trade insights and develop activation programs to drive shelf share across different channels. Lead the Shopper Marketing agenda in collaboration with Marketing to create an impactful and distinctive brand visibility at point of sale. Track & manage Trade Marketing budget across Categories
• Develop & deploy the right ‘Route to Market’ model for the Categories – both short term & long term. Develop RTM with deep channel, customer & category understanding – General Trade, Modern Trade and HORECA
• Managing Redistribution: Outlet Mapping, Target Setting, Daily Route Coverage Plans, Beat Plans, PJP, Productivity. Identify route optimization opportunities to reduce cost to serve
• Drive improvements in Sales force productivity metrics (Direct Coverage, Effective Coverage, Productivity, Assortment, Time in Market etc)
• Distributor Management: Briefing, Order Management, Stock Management, Credit Management, ROI calculations
• Oversee reporting systems including DSRs, Retail Cards, Monthly Reporting, Monthly Claims (if any), Damage & Shortage Claims. Devise appropriate checks and balances in the process & reporting formats
• Track Competition activities along with pack & price changes across Categories
• Develop and implement common sales processes/ systems & tools across categories
• Develop & Deploy the ‘Olam Way of Selling’ across category teams:
• Ritualize - ‘Day in the life’; ‘One language’
• Standardized Sales Call (at various levels)
• Lead and deploy field force incentive structure and recognition programs
• Act as a Coach and Mentor to Sales Managers and help them realize their full potential

Candidate Profile:

• 12+ years of work experience in leading Foods & Beverages companies across General Trade and Modern Trade
• Must have extensive cross-functional expertise in Sales, Trade Marketing, Route to Market functions
• Must have proven expertise in driving growths in competitive categories/ regions
• Must have worked across different regions, with exposure to handling metro cities. Should be able to adapt quickly to new cultures and work environment
• Should be a self-starter with strong entrepreneurial mindset
• Premier Institute MBA preferred