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  • Posted: Jun 23, 2022
    Deadline: Not specified
  • PZ Cussons Nigeria Plc is part of a multinational consumer goods business, PZ Cussons Plc. We manufacture and distribute some of the best loved brands in Nigeria, from Imperial Leather to Cussons Baby, Morning Fresh to Thermocool and Robb. We operate in five core categories - personal care, beauty, home care, food and nutrition and electricals. Worldwide PZ ...
    Read more about this company


    Territory Sales Manager

    Department Strategic Objectives

    • Lead in the delivery of customer and field sales business objectives towards the achievement of the overall organisation business and growth objectives.

    Job Purpose

    • Work with the Distributor/Distributor sales team to deliver agreed business objectives within assigned territory
    • Must be able to influence, inspire and drive performance without having direct management responsibility for distributor staff.

    Context / Scope

    • A key contributor to the success of the PZ Cussons commercial strategic plan with an effective and flexible field sales force; demonstrating industry leadership in both volume driving & brand building activity.

    Key Accountabilities

    • Achieve agreed business objectives / KPIs for the territory (Sell-out, Focus Brands, NPD listing, POP deployment, promotions etc.)
    • Implement outlet coverage strategy in assigned territory, enlist and keep updated database of relevant outlets.
    • Achieve sales drivers (Quality, Distribution, Visibility, Price/promotion) objectives for the territory.
    • Manage and review the activities of the Secondary Sales Force in assigned territory
    • Work with Area Sales Manager to develop Joint Business Plano of customers in assigned territory.
    • Monitor and manage execution of all Promotional /launch/ agencies activities in assigned territory.
    • Lead Market intelligence gathering and competitor activity monitoring and report timely.

    Measurement / Performance Indicators

    • Target vs. Actual monthly/yearly performance (sell-out,e, KPIs
    • Timely and quality of execution of trade and marketing activities in assigned territory
    • Implementation of Territory Coverage Strategy
    • Achievement of Quality, Distribution, Visibility, Price/promotion targets.

    Knowledge, Skills & Experience Needed

    • First Degree in any discipline
    • Computer Literacy.

    Experiences: (What experience brings success to this role)

    • Minimum of 1 year experience in marketing or sales, and over this period has successfully delivered on KPIs.
    • Direct experience of PZ Cussons Way of selling capabilities with a focus on Sales Driver execution at the point of purchase (QDVP), Outlet Segmentation and Managing Relationships including structured call, persuasive selling and brand passion.

    Knowledge: (What does the person need to know)

    • Good knowledge of business objectives and priorities.
    • Experienced driver with valid license
    • Knowledge of Field Sales Management and Market Intelligence.
    • PZ Cussons Leadership competencies.

    Functional or Technical / Business Skills: (What can the holder do)

    • Commercial Acumen - Emerging
    • Customer Management - Emerging
    • Negotiation Skills - Emerging
    • In Market Execution - Emerging
    • Selling Skills -  Emerging
    • Sales Drivers - Emerging
    • Channel Strategy - Emerging
    • Communication / Interpersonal skills - Developed
    • IT Skills - Developed.

    PZ Cussons Leadership Competencies required:
    Required Behavioural Competences:

    • Act Authentically by being  open, welcoming and genuine
    • Build Capability by pushing for opportunities to learn and grow towards achieving organisational objectives
    • Challenge Convention - be courageous to challenge in the right way for the right reasons
    • Deliver Fast and Smart by planning and organising activities to achieve defined goals
    • Establish Connections internally and externally to better serve our customers and other stakeholders
    • Focus to Win by demonstrating drive and resilience to achieving agreed objectives.

    Internal & External Relationships:

    • Area Sales Manager
    • Marketing/Sales/Channel/Supply Chain/Finance/HR team
    • Customers
    • Agencies
    • PZ Marketing & Sales network.

    Method of Application

    Interested and qualified? Go to PZ Cussons on to apply

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