Sales Force Automation Specialist at BIC Nigeria

Job Identification 6619

Job Responsibilities

• Data Owner for all Distributors Sales Rep, Retail Outlet Master, Wholesalers Mapping , channel mapping.
• ASSABIL app training for salespeople and supervisors (lots of time in the field to properly train them individually)
• Technical support in case of challenges using ASSABIL by sellers
• ASSABIL Backoffice set-up and training for distributors
• Technical support in case of problems using ASSABIL Backoffice by distributors
• Creation / modification / update of the customer database (POS)
• Creation / modification / update of the daily routes of the  in ASSABIL
• Creation / modification / update of BIC products & selling prices
• Creation / modification / update of promotions
• Capturing master data from multiple sources and integrating into an operational data store for replication to other destination systems if possible.
• Manage the quality of data, consistent classification and data-reconciliation issues. [Ex: Creating and Updating]
• Weekly/Monthly Master data cleansing activities. [Ex: Weekly outlet master reconciliation report, Dormant Customer Review]
• Configure and maintain the SFA phones for sales representatives,
• Train the sales representatives and distributors,
• Provide troubleshooting support in case of issues,
• Update price lists when necessary,
• Create new products in the SFA tool,
• Create and update the sales representatives' routes,
• Create and update questionnaires for merchandisers

Integrity of Data:

• Ensure integrity of all data in the Assabil
• Secondary sales data reconciliation is done between systems & sign off at the end of each period.
• Ensure all monthly sales related data are transmitted by Distributors and are fully available in SFA by closing dates.
• Manage SFA/Assabil user logins (Create, Update) for the top Management
• Manage all information field operation CRM related complaints from the end users and solve them open path to fast & accurate information in data base.
• Sales Reports template creation into a meaningful dashboard through Power BI 

Sales Tools Management:

• Owner of all Smart phone data base Phone Ids vs User name and phone number (Excel file to be updated)
• Smart phones subscriptions provider management- data usage vs cost per phone
• Configuration of telephones for salespeople and supervisors

Sales Team Bonus calculation/ Customer Year End Rebate:

• Generate the sales team performance from Assabil and share it with respective Sales Managers for alignment
• Prepare the year end rebate Actual budget for payment approvement based on signed trade terms
• Manage all sales related data Claim from trade and sales force
• Work with Regional Sales Managers to ensure 100% accuracy of all sales made outside the SFA Assabil
• Support Customer service to obtain additional secondary sales data needed

Information Reporting:

• Publish IMS sales reports for top management and field sales team to monitor target vs achievement both in area level and category wise.
• Update the customer classification in SFA according to performance/relocation
• Track the deployment of all POSM in the trade, provide monthly reports
• Secondary Sales target vs achievement for sales Managers to monitor performance vs target/category /channel/region
• Monitor daily stock Inventory in Distributor, Area & region.
• Conduct Customer ranking and evaluation

Key Performance Indicators / Key Figures

• Secondary Sales Report
• Customer daily Stock Inventory
• POS sales hierarchy based on performance
• Monitor the sales KPIs – Strike Rate Average Basket Product Product performance at Point of purchase
• Sales Performance/region/channel/category

Candidate Profile: Qualifications / Technical Skills (R= Required - D = Desired)
Simple Criteria:

• R - At least 2-3 years in a Sales Information Management System preferably in FMCG Industry
• R - Perfect knowledge of Microsoft operating systems, especially POWER BI
• R- Proficiency in SFA tools, with the ability to configure and customize them according to needs. Knowledge of CRM, ERP tools, and cloud environments
• D - Some sales experience would be beneficial

Complex Criteria:
Professional skills:

• R - Business and results oriented with proven negotiation skills
• R - Be able to identify new sales opportunities (new customers, new segments)
• R - Hard working, rigorous, well organized and able to work autonomously
• R - Good business acumen (understanding of our business model involving different stakeholders from brand to distributors to retailers/trade to consumers)
• D - Capacity to deal with reporting and meet tight deadlines
• D - Analytic, accurate and quick interpretation of figures

     Personal skills:

• R - A self-starter, working under their own initiative... and a completer/finisher
• R - Ability to analyze and provide clear recommendations
• R - Build strong relationships with both key external and internal customers
• R - Energy and passion for achievement of own commitments and delivering company objectives

Previous / Professional Experience:

• A minimum of 3 years of experience managing an SFA or CRM solution, with a solid understanding of business processes, and 1-2 years of experience in a Sales Information Management System, preferably in the FMCG industry

Additional Information:

• IT Degree / Advanced Degree preferred
• Software engineering skills
• Architecture design, systems
• System design / development integration
• General database admin
• DTS / BCP / ISQL
• Query construction
• Understanding of architecture / features
• Use of WL Analyst
• SQL , database
• Valid driving license     
• No direct people management.
• Speaks fluent English. Knowledge of local language(s) a plus.
• Ready to travel intensively within the assigned territory and work on the field (70% of the time)
• International mobility a plus.