Zonal Sales Manager at PZ Cussons

Principal Accountabilities
Job Purpose:

• Why does the job exist?
• Work with the Dealers/ sales team to deliver agreed business objectives within assigned territory.

Reporting Relationships:

• Zonal Managers/ Key Accounts Manager/ Regional Commercial Manager

Dimensions:

• Return on Investment
• Customer Satisfaction
• Turn Around Time
• Strategic Alliances with different institutions

Key Performance Indicators

• Target vs. Actual monthly/yearly performance (sell-out,e, KPIs
• Timely and quality of execution of trade and marketing
• Implementation of Territory Coverage Strategy
• Achievement of Quality, Distribution, Visibility, Price/promotion targets.
• The key outputs of the job
• List in priority order if possible, typically 8-10
• NOT a task list
• Any requirement for organizing & planning including own work and the allocation of resources
• Typical decisions made and if they are advisory or directly responsible for the outcome
• Achieve agreed business objectives/KPIs for the territory (Sell in, sell out, Focus Category, NPD listing and promotions)
• Achieve sales drivers’ objectives for the territory viz (Distribution, Visibility, Price and Promotion)
• Managing territories with potential to deliver a minimum of 1B per annum
• Plan to deliver customer based and territory based agreed sales (NIV and Category) targets periodically and ensuring a MoM and YoY growth
• Analyse and review distributors’ performance against agreed KPIs
• Work with the ZM to develop JBP of customers in assigned territory
• Ensure bi-weekly stock taking in other to protect company resources
• Tracking of distributor performance payments (including posting and matching), monthly account reconciliation/signing off, repayment plans linked to capability development
• Ensure collection of outstanding debt within stipulated time frame and accompanying same with sell-in of depleted SKUs
• Adherence to monthly journey plan for customers’ contact and engagement
• Ensure compliance to retail operating standards in all showrooms
• Organize and coordinate activities of floor sales merchandizers
• Implement strict credit control for Key distributors and ensure purchases are done within approved credit limit
• Accountable for POS materials and other sales driving materials deployed to territory through monitoring to ensure safe keeping and optimal use

Internal & External Relationships:

• Identify the most significant ones
• Attach a preferred suppliers list if available
• Detail which networks the jobholder will be part of e.g., finance, category
• Zonal Managers
• Marketing/Sales/Channel/Supply Chain/Finance/HR team

Qualifications

• First Degree in any discipline.
• Computer Literacy.

Experiences - (What experience brings success to this role):

• 1 - 2 years 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- BEST values.

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  

Job Context & Special Features:

• Explain any special features or context in which the job operates
• Detail any language or mobility requirements
• Candidate must be willing to work in the Lagos & Eastern region of Nigeria
• Customers
• Agencies
• PZ Marketing & Sales network