Modern Trade Sales Manager at Westfield Consulting

Job Purpose

• Modern Trade Sales Manager to lead our sales efforts in modern trade channels across Nigeria.
• The successful candidate will be responsible for developing and executing sales strategies to drive revenue growth, build strong relationships with key accounts, and expand our presence in the modern trade market.

Key Responsibilities

• Develop and Execute Sales Strategies: Create and implement sales plans to achieve revenue targets in modern trade channels, including supermarkets, convenience stores, and other retail outlets.
• Build and maintain Relationships: Foster strong relationships with key accounts, including decision-makers and influencers, to drive sales growth and improve customer satisfaction.
• Manage Sales Team: Lead and manage a team of sales representatives to ensure they meet their sales targets and provide excellent customer service.
• Conduct market Analysis: Gather and analyze market data to inform sales strategies and identify opportunities for growth.
• Collaborate with Cross-functional Teams: Develop and manage sales budgets and forecasts to ensure accurate planning and resource allocation.
• Manage Budgets and Forecasts: Develop and manage sales budgets and forecasts to ensure accurate planning and resource allocation
• Drive Category Growth: Identify opportunities to grow our categories in modern trade channels and develop strategies to achieve this growth.
• Ensure Compliance: Ensure that all sales activities comply with company policies, regulatory requirements, and industry standards.

Key Performance Indicators

• Sales Volume & Value (MTD/QTD/YTD)- Track total units and sales revenue by outlet/channel
• Sell-Out Growth (%) - Year-on-year or quarter-on-quarter retail off-take growth
• SKU Availability - % of listed SKUs available across all modern trade outlets
• Listing & Coverage Rate - Number of listed SKUs vs. total portfolio; % store coverage
• Promotion ROI - Return on investment from trade promotions or in-store activities.
• Compliance (%) - Percentage of outlets adhering to shelf placement plans
• Out-of-Stock Rate - % of time products are unavailable on shelf (per SKU).
• Customer Contribution Margin - Profitability by account after trade terms, discounts, and spends.
• Payment Collection Days (DSO) - Days Sales Outstanding – how quickly accounts pay invoices
• New Product Penetration - Share of new SKUs listed and their sales contribution
• Trade Spend Efficiency - % of trade budget utilized effectively to drive sales
• Store visit compliance - % of planned outlet visits executed by field team.

Requirements

• Bachelor's degree in Business Administration, Marketing, Sales, or a related field
• Member of a recognized professional body is an added advantage.
• Minimum 5 years of experience in sales and trade management, preferably in the FMCG industry.

Knowledge:

• Understanding of the Nigerian modern trade market and its trends.
• Familiarity with FMCG industry dynamics and challenges.
• Knowledge of sales strategies and tactics that drive revenue growth.
• Strong sales and negotiation skills.
• Excellent communication and interpersonal skills.
• Ability to analyze market data and develop insights-driven sales strategies.
• Strong leadership and team management skills.
• Proficient in CRM software and other sales enablement tools.