Regional Business Manager at Grand Oak Limited

Purpose of Job 

• To develop sales strategies and programs to achieve or exceed the sales objectives for each area, also to ensure achievement of set turnover including profitability of the region. The incumbent is based at the Regional office and reports to the Business Head, LW&N (Lagos, West and North), and works closely with the Distributor Development Manager, Retail Development Manager/Executive, Logistics and Distribution Manager, Marketing Team and HR & Admin Department.

Working Arrangement: On-site, based in Ibadan and will cover the region of Oyo & Ogun State

Duties & Responsibilities

Strategic Sales Management:

• Forecast sales for the Region in alignment with company goals and sales trend of the region
• Set sales target for each area within the region
• Ensure products are available in the right mix in all areas to meet customers demand
• Monitor region’s revenue and cost to achieve regional profitability
• Analyze sales achievement report to address situations leading to unfavorable variances
• Provide necessary logistics support for sales force along with exemplary leadership and motivational focus to the Area sales team.
• Recommend product lines by identifying new product opportunities, and/or product, packaging, and service changes;
• Survey customer needs and trends
• Track competitor’s performance & products with a view to developing the right strategies to position the company
• Elevate existing distributors to Sales Partners based on performance
• Supervise existing sales partners performance & provide support where necessary
• Guide DDMs & RDMs to develop & expand customer base
• Collate & analyze reports for monthly sales & marketing meeting

Stock Management:

• Ensure adherence with stock policy in all areas
• Manages stock & its distribution in all areas
• Approve stock requisition & analyses region weekly stock position

Cost Management:

• Prepare annual budget, forecasting expenditure, annualize variances and initiate corrective actions
• Scrutinize expenditure in line with budget guideline before approval for payment
• Ensure credit policy is adhered to and monitor credit facility for each credit customer
• Recommend credit limits for customers

Coaching & Mentoring:

• Hold meeting with DDMs & RDMs on a monthly basis to review monthly area performance
• Accompany DDMs & RDMs to trade to review, train and advise on managerial abilities
• Ensure all sales team members carry out respective responsibilities
• Make unscheduled visits to area offices to spot-check processes

Training:

• Identification of skill gaps in sales workforce through accompanied market visit for the purpose of creating Individual Development Plan (IDP)
• Determine, source & deploy sales training programmes in conjunction with BH & HRM with approval of FH Director
• Evaluate the effectiveness of training on business through routine market visits
• Review of post training evaluation provided by HR with a view to providing concrete feedback to the respective RBMs & BH for the purpose of periodic performance assessment, marking a copy to the FH Director
• Building & sustaining value-based capability of the sales team in order to ensure they excel in modern day sales space

Principal Accountabilities:

• Achievement of regional sales target
• Mobilize and coordinate the entire sales force to meet and exceed the 100% set target for the region
• Give timely customers feedback to the management in areas of their demands and product complaints
• Prepare communication analysis and activities within the region aid strategic decisions
• Control cost of operation within budget limits to attain regional profitability
• Communicate adequately all necessary information to the sales force promptly to assist them in their activities
• Develop subordinates for effective performance and future job opportunities
• Analysis of weekly/monthly/ quarterly sales figure

Job Requirements

• HND/Bachelors degree in a good discipline
• Minimum of 8 year sales experience within the FMCG space
• MBA is an advantage
• Being conversant with sales practices and processes
• Excellent leadership, interpersonal, persuasive and communication skills
• Good planning and organization skills
• Self driven, aggressive, energetic and stress tolerance
• Excellent customer management and problem solving skills
• Good knowledge of Microsoft Office Suite