Job Vacancies at Olam Nigeria Limited

Job Description

National Category Manager heads Sales (GM Sales) and Trade Marketing for Beverages category for Nigeria covering all channels. The incumbent would be responsible for developing the category sales strategies, undertake channel development and coach & lead the Beverages sales team to achieve the sales AOP plans & KPIs. The incumbent will be based in Lagos and will lead a dedicated Beverages team of Regional Managers, Assistant RSMs, ASMs & SOs. This role reports into the Vice President – Sales, Nigeria.

Key Deliverables

• Develop sales strategies for Nigeria Beverages category by identifying trade insights and growth opportunities to drive incremental volume growth. Contribute to Annual Operating Plan (AOP) exercise development by identifying medium to long term growth pillars to position Olam to gain share in a competitive and ambiguous environment
• Undertake complete ownership of Beverages monthly sales plan achievement (Volume, Distribution and Secondary KPIs) for all channels of Nigeria. Oversee Van operations with the help of National Fleet Manager and identify ways to drive effectiveness of Van capacity utilization
• Develop a robust trade promotion plan via a nuanced approach of brand, pack, channel and geography strategy and cascade to regional teams with granular plans & milestones. Monitor and drive the plan execution through robust weekly reviews with regional teams
• Collaborate with Marketing to roll-out Shopper interventions and Trade Activation plans to dial-up Visibility, Shelf share and Tertiary sales
• Continually evaluate and optimize the Beverages GTM by developing deep channel, customer & category understanding via trade visits
• Effectively utilize Trade Spends budget to achieve category goals. Oversee monthly reconciliation and timely trade payout settlements by liaising with Finance
• Continually monitor and strengthen commercial hygiene of sales reporting, trade claims, asset tracking
• Establish and embed a daily Sales Ops rhythm with the help of Sales Enablers and Performance score cards. Leverage Sales Analyst to drive reporting Systems including DSRs, Retail cards, Activation trackers, Monthly reporting, Trade claims, Damage & Shortage claims
• Monitor the Category redistribution aspects on a regular basis (Outlet Mapping, Coverage, Attendance, PJP Compliance, Bill Productivity) and identify plans to strengthen our distribution
• Oversee Distributor Management policies and identify ways to improve efficiency on Order Management, Stock Management, Credit Management and Profitability. Build rapport with top distributors across Nigeria and continually engage with them to identify & translate emerging trends into sales plans
• Lead & coach the field sales team members through in-market presence and role-model Olam values. Work with the National Capability Lead to identify ongoing capability development needs of the Beverages category team and embed regular training & up-skilling to improve effectiveness. Lead the annual Sales DC (Development Center) exercise to build talent pipeline
• In-charge of Field-force Sales Incentive plans and R&R programs

Requirements

• Candidate with extensive experience of Sales, Trade Marketing, and/or Route to Market & Sales Capability Development across multiple geographies/ cities
• Must have experience of designing & implementing Trade Activation programs and demonstrated experience of rolling out initiatives to win share in competitive markets
• Minimum 12+ years of work experience in leading Foods & Beverages company. Preference would be given to those who have demonstrated experience – in part or full – of Beverages industry
• Tier 1 Premier Institute MBA preferred

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Job Description

Key Performance Matrices

• Actively participate in the preparation of the annual budgets, comparison of actual performance against the budget, identifying and analyzing variance devise and monitor the implementation of necessary actions.
• Driving Business performance through analytics on Portfolio management / Category
• Development Reporting of Financials.
• Responsible for successful M&A of new businesses, transfer pricing etc. developing accounting & financial policies, systems controls for new & existing businesses.
• Financial reporting - Timely MIS and Financials ensuring compliance of statutory date lines.
• Legal, Regulatory & Statutory Compliance - ensure compliance with statutory authority and audit requirements
• Smooth operation of the MIS and computerized accounting system and take necessary actions for systems upgrading to cope with the changing requirements.
• Development and setting in place of an effective management accounting function within the organization, in order to provide leadership to organizational improvement initiatives.
• Identify and assess the relevant techniques to be adopted and supervise and guide the management accounting towards implementation.
• Efficient management of the treasury function including projection of future cash flows, arranging adequate funds to meet day to day requirements and ensure that the disbursements are within the approved operational cash flows. This includes liaising with banks, monitoring of daily cash balances and submission of cash flow statements.
• To initiate, review, assess and implement programs to continuously improve the productivity of all processes and systems within the organization and to advise and guide the operational managers in carrying out workflow analysis and other techniques for systems improvement and cost management.
• Prepare and present financial reports, forecasts, and analysis to support decision-making at Board and JV meetings. Offer insights into financial performance, business opportunities, and risk assessments to align with the organization’s goals and ensure seamless communication with stakeholders.

Key Deliverables

• Business Financial Insights - Demonstrates in-depth knowledge on financial/ management accounting principles to be able to accurately reflect the business performance. Develops business appropriate financial insights to be able to provide timely and accurate financial advise in response to business priorities and stakeholder expectations.
• Controls, Compliance & Assurance - Demonstrates ability to evaluate risks and business issues determining their impact on the management audit, developing and/or modifying audit procedures as required. Also, ensures compliance to legal and secretarial requirements as well as functioning within the norms of statutory audit regulations respective to country/ business.
• Reporting & Process Efficiencies - Demonstrates conceptual ability to ideate and implement robust systems and processes suited to business/ country. Also displays accuracy and efficiency in MIS reporting, budgeting, EOY forecasting by ensuring compliance to appropriate systems & processes.
• Business Partnering - Displays a combination of commercial, financial and analytical mindset that provides support central to overall business success. Demonstrates direct accountability –equal mandate with the business to support the rapid growth stepping up to new platforms

Requirements

• Chartered accountant, ACCA with experience of 15 years, with minimum experience of 5 years as an FC or CFO managing end to end financials
• Key strengths would be team management, problem solving, decision making and value orientation
• Commercial Acumen to support businesses in their growth plans