Sales Distribution Mangaer– FMCG Ibadan at Nicole Sinclair Consulting

We are looking to hire a Modern Trade Manager for one of our FMCG client, Who will be responsible for driving sales, profitability, and brand visibility within the modern trade channel, which includes supermarkets, hypermarkets, convenience store chains, and e-commerce platforms. The Modern Trade Manager will drive sales, profitability, and brand visibility across all modern trade channels. This involves managing key accounts, developing winning sales strategies, and coordinating with cross-functional teams to achieve commercial objectives under the direction of the National Sales and Marketing Manager.

KEY RESPONSIBILITIES

Strategy and Planning

• Develop and implement strategic sales plans tailored for the modern trade channel to meet and exceed revenue, volume, and profitability targets.
• Analyze sales data, market trends, and competitor activities to identify growth opportunities and inform pricing and promotional strategies.
• Prepare and manage the annual modern trade budget, ensuring spending on promotions and trade activities provides a strong Return on Investment (ROI).

Account and Relationship Management

• Build, maintain, and expand strong, long-term relationships with key accounts and high-level retail decision-makers.
• Negotiate annual Joint Business Plans (JBPs) and contracts, including trading terms, listing fees, and promotional support.
• Lead the acquisition of new modern trade accounts and identify growth opportunities within existing ones.

Team Leadership and Execution

• Lead, train, and motivate a team of sales representatives, merchandisers, and promoters to ensure they meet performance goals.
• Ensure flawless in-store execution, including proper product placement (planogram compliance), effective use of point-of-sale materials, and execution of promotions.
• Conduct regular store visits and team performance reviews to provide coaching and maintain execution discipline.

Collaboration and Coordination

• Collaborate closely with internal teams (Marketing, Supply Chain, and Finance) to align on strategy and ensure smooth operations.
• Liaise with the supply chain/logistics teams to manage inventory, ensure timely replenishment, and maintain product availability.
• Work with the Finance department to monitor accurate invoicing, credit control, and prompt payment collection from key accounts.

KEY REQUIREMENT

Experience and Education

• A Bachelor’s Degree in Business Administration, Marketing, or a related field.
• 5 to 7 years of progressive experience in FMCG sales, with special reference to the dairy category.
• A minimum of 3 years specifically in Modern Trade or Key Account Management.
• A proven track record of achieving sales targets and driving growth in the modern trade sector.
• Ability to use the SAP
• Strong Negotiation Skills: Excellent at negotiating terms, contracts, and promotional support with major retailers.
• Commercial Acumen: Strong business and financial awareness with the ability to analyze sales data and manage a Profit and Loss (P&L) statement.
• Analytical Skills: Proficient in analyzing market trends, sales performance, and competitor data to make data-driven decisions.
• Leadership and Management: Proven ability to lead, motivate, and develop a high-performing sales team.
• Technical Skills: Proficiency in MS Office, Contract Management, Basic financial skills, Shelf health inspection, and rate of sales analysis.
• Behavioral Attributes: Open-minded, Adaptable, Self-driven, Assertive, High-energy levels, and Resilient.