National Business Head - My Cocoa Money & Street Commerce Channels at CapitalSage Technology Limited

Role Summary

• The National Business Head will have full responsibility for building, managing and scaling the My Cocoa Money Program and all related street-commerce channels across Nigeria. My Cocoa Money will be the anchor product, while the channel should also be evaluated for other commercially viable Johnvents products and relevant impulse-consumption SKUs. The role is accountable for national sales performance, profitability, operator productivity, asset utilization, consumer acquisition, route-to-market execution, product quality, compliance and program expansion.
• The successful candidate will transform My Cocoa Money from a pilot initiative into a disciplined, technology-enabled and profitable national direct-to-consumer channel. The role must validate pilot economics before scaling, including sales per cart, gross margin, payback period, operator economics, consumer repeat purchase and compliance controls. The role carries full P&L responsibility and ownership of carts, kiosks, mobile selling formats, operators, sellers, supervisors, routes, territories and supporting field structures nationwide.
• This is a commercial role. It must build a national entrepreneurship ecosystem that sells daily, protects the Johnvents brand, delivers clear return on every asset deployed, enforces product quality and compliance standards, and uses data to optimize performance.

Key Responsibilities

Business Growth & National Expansion

• Develop and execute the national growth strategy for My Cocoa Money.
• Expand the program across cities, states and regions in a phased and commercially disciplined manner, with scale-up decisions linked to proven pilot performance and route-level economics.
• Identify high-potential routes, locations and consumer clusters including markets, schools, offices, transport hubs, parks, events, religious centres and residential areas.
• Benchmark the channel against relevant FMCG route-to-market, micro-distribution, out-of-home consumption, street vending, hawker and informal retail models to ensure the business is built in line with industry standards.
• Develop and test new selling formats including carts, kiosks, bicycles, cooler boxes, backpack vendors and other direct-to-consumer models, while assessing their suitability for cocoa beverages and other relevant Johnvents products.
• Deliver annual sales, volume, distribution and profitability targets.
• Build My Cocoa Money into a nationally recognized direct-to-consumer channel for cocoa beverages and other commercially viable Johnvents products.

Commercial Channel Execution & Market Activation

• Own national serving standards, product preparation rules, water quality, cup quality, taste consistency and food safety controls across all carts and selling points.
• Create monthly activation plans to drive product trial, repeat purchase, basket size and cart productivity in markets, schools, offices, bus stops, motor parks, campuses, events and other high-footfall locations.
• Enforce approved pricing, seller commission, operator margin, cup charge, promotional rules and product bundle discipline across all territories.
• Recruit, segment and manage distributor-operators as commercial partners for cart clusters, while preventing conflict with existing wholesale routes.
• Ensure daily product availability, early-morning replenishment, cup availability, hot-water logistics and consumables supply.
• Use carts and selling points strategically to defend high-traffic locations, improve visibility and block competitors.
• Provide weekly feedback to Sales, Marketing and R&D on product acceptance, pack size, flavor, pricing, complaints, competitor activity and new SKU opportunities.

Operator Recruitment, Development & Certification

• Design and manage the national operator recruitment strategy.
• Establish qualification standards for operators including KYC, guarantor verification, financial capacity, route knowledge, integrity assessment and local market suitability.
• Recruit, onboard and certify operators across all target markets.
• Build and maintain a pipeline of qualified operators to support expansion and replacement needs.
• Develop operator progression pathways from single-cart operators to multi-cart and city-level operators.
• Ensure no operator receives carts, stock or program assets without completing onboarding and certification requirements.

Seller Recruitment & Workforce Management

• Design the national framework for recruiting, training, assigning and managing cart sellers/pushers.
• Establish minimum standards for seller conduct, customer service, hygiene, punctuality and productivity.
• Ensure every seller receives onboarding and operational training before deployment.
• Develop incentive programs that reward productivity, attendance, compliance and customer retention.
• Maintain replacement and succession plans to minimize disruption from seller attrition.

National Training Academy

• Establish and manage the My Cocoa Money Training Academy.
• Develop simple training materials and standard operating procedures for operators, sellers and supervisors.
• Conduct regular training on sales execution, product quality, taste consistency, customer service, pricing, reconciliation, Kolomoni payments, food safety and asset management.
• Maintain certification and compliance records for all operators, sellers and supervisors.
• Run refresher training for underperforming operators, routes or locations.

Hygiene, Food Safety & Compliance Management

• Own national food safety, product quality, beverage preparation and serving standards across all My Cocoa Money selling formats.
• Develop and maintain practical food handling SOPs and certification requirements for operators, sellers and supervisors.
• Ensure all operators and sellers are trained, tested and certified before deployment.
• Implement daily field checks, weekly quality and compliance audits, monthly compliance reviews and mystery shopper assessments.
• Monitor critical quality and safety items, including water, cups, utensils, cart cleanliness, uniforms, product handling, waste disposal and serving temperature where applicable.
• Enforce corrective actions for non-compliance, including retraining, warning, suspension, cart withdrawal, operator replacement or route closure.
• Maintain relationships with relevant public health, market, school, transport hub, environmental and local authority stakeholders where required.
• Protect the Johnvents brand by ensuring consistent product quality, customer safety and compliance standards nationwide.

Performance Management & ROI Optimization

• Ensure every cart and selling asset delivers acceptable commercial returns.
• Monitor performance daily at cart, seller, operator, route, city and regional levels.
• Reassign, relocate, suspend or withdraw underperforming carts and assets based on data.
• Allocate additional carts to high-performing operators based on proven sales, compliance and reconciliation discipline.
• Optimize asset productivity, route performance, cart payback and profitability.
• Classify carts, operators and routes into Green, Amber and Red performance categories with clear actions for each category.

Field Operations & Asset Control

• Establish and manage the national field structure for program execution.
• Oversee regional managers, state managers, territory supervisors, operators and field teams.
• Ensure effective stock management, replenishment and reconciliation.
• Maintain strict control over carts, kiosks, bicycles, coolers, uniforms, branded materials and all program assets.
• Enforce route discipline, opening time, closing time, approved locations and operating standards.
• Ensure proper asset tagging, tracking, maintenance, recovery and redeployment.

Technology, Data & Reporting

• Design and implement a national reporting structure covering every cart, seller, operator, route, city and region.
• Ensure daily visibility of sales, stock, collections, attendance, reconciliation, asset utilization, quality compliance and route discipline.
• Develop dashboards and scorecards for management reporting.
• Implement daily, weekly and monthly business review processes.
• Use data to improve route planning, asset allocation, replenishment, operator productivity and margin performance.
• Work with Product, Technology and Kolomoni teams to digitize field operations and payment tracking.

Consumer Acquisition & Brand Execution

• Increase product trial, repeat purchase, basket size and route penetration.
• Drive visibility and availability of Johnvents products in approved locations.
• Ensure consistent pricing, product quality, customer experience and compliance standards.
• Gather market intelligence, consumer insights and competitor information.
• Support new product launches and field testing initiatives through the cart network.
• Use field data to recommend additional SKUs, product bundles and pack sizes that can increase basket size and improve channel profitability beyond the anchor cocoa beverage.

Operator Financing & Entrepreneurship Development

• Work with Kolomoni and internal stakeholders to develop financing pathways for operators.
• Support savings, transaction history, payment discipline and future credit scoring for operators and sellers.
• Identify high-performing operators eligible for additional carts, financing or expansion opportunities.
• Build My Cocoa Money into a sustainable entrepreneurship platform that creates economic opportunities while driving Johnvents growth.

Team Leadership

• Recruit, train and manage supervisors, coordinators and field teams nationwide.
• Build a performance-driven culture focused on execution, accountability, integrity, quality and customer service.
• Establish clear targets and performance standards across all levels of the organization.
• Lead succession planning and talent development across the channel.

Requirements

Experience

• Minimum 10 years experience in FMCG sales, route-to-market, distribution, agency networks, micro-distribution, out-of-home consumption or direct-to-consumer channels.
• Proven experience building and scaling field operations across multiple cities or regions.
• Strong commercial and P&L management capability.
• Strong understanding of informal retail, street vending, last-mile distribution and impulse-purchase behaviour.
• Experience managing large field teams, distributors, operators, supervisors or vendor networks.
• Experience with beverage, food service, out-of-home consumption or field quality systems is an advantage.
• Experience with sales dashboards, field technology or data-led performance management is strongly preferred.

Education

• Bachelor Degree in Business, Marketing, Economics, Logistics or related discipline.
• MBA or relevant professional qualification is an added advantage.
• Competencies
• Commercial acumen and P&L ownership.
• Route-to-market and informal retail execution.
• Field leadership and people management.
• Data-driven decision making.
• Operational discipline and asset control.
• Training, coaching and capability building.
• Food safety, product quality and compliance mindset.
• Stakeholder management and negotiation.
• High integrity, resilience and accountability.