Job Openings at PZ Cussons Nigeria Plc

Department Strategic Objectives

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

Job Purpose
Why does the job exist?

• Lead the field sales team to deliver agreed business objectives including brilliant execution of sales and channel marketing activities within assigned regions

Reporting Relationships:

• Peer Relationships
• Attach organization chart showing manager and direct reports as well as peers
• Reports to Head of Sales
• Direct reports are Area Sales Manager
• Peers are other Regional Sales Managers

Context / Scope

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

Principal Accountabilities

• 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
• Manage the activities of the field sales team in North Region Ensure achievement of agreed business targets/KPIs for the Region (Top line, GM, focused brands, NPD, etc) Achievement of the sales drivers objectives for the region Manage the operational budget and expenses of the region Ensures our trade investment is deployed to gain full return on our investment.
• Provide input in the development of the overall country field sales/route to market strategy and implement agreed strategy in assigned region Actively participate and provide inputs into the commercial plan process, support development and implementation of channel, category and consumer plans to achieve the overall field sales objectives Feed into the demand planning process to optimize the quality and accuracy of our business planning process Ensure development of careers and coaching of reports in assigned region. Work with other leadership team to identify and develop successive business leaders

Measurement/Performance Indicators

• Target vis Actual performance (month/yearly) eg (Top line, GM, Focus Brands, NPD, Distribution etc)
• Timely and effective execution of field sales activities
• Quality of Field sales team
• Field sales expenses vs budge
• Quality of implementation of field sales/route to market strategy
• Coach and development plan implementation

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
• Heads of  Sales
• Head of Department (Marketing/Supply Chain/Finance/HR)
• Line Mangers (Performance Management, recruitment, induction)
• Key distributor/ Customers
• Government agencies within the region
• PZ Marketing & Sales Network

Qualifications

• First Degree in any discipline
• Post Graduate degree will be an added advantage

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

• 8-10 years in sales and over this period has successfully delivered on KPIs
• Experience in either Channel, Customer or field sales Management
• Sales experience in the North for at least 7 years and has a very good understanding of the territory, consumers and their behaviours
• Strong command of Hausa Language
• Demonstrated success in other roles
• Demonstrated ability to coach and develop a team
• Has people management experience

Knowledge, Skills & Experience Needed:

• List any qualifications required to do the job
• Be specific about the experience needed
• Focus on type of experience not the time served

Knowledge: (What does the person need to know):

• Knowledge of Business strategy development
• Working knowledge of core commercial planning

Process (IMEX, CPM, Battle Plan, Risk & Opps, RiRo, SLOBS):

• Knowledge of Field Sales, Channel and Distributor Management
• Good knowledge of channel structure and opportunities

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

• Commercial Acumen - Proven Strength
• Customer Management - Proven Strength
• Negotiation Skills - Mastery
• In Market Execution - Proven Strength
• Selling skills - Mastery
• Sales Drivers - Mastery
• Channel Strategy - Proven Strength
• Presentation & Communication - Proven Strength
• Leadership Skills - Proven Strength

Job Context & Special Features:

• Explain any special features or context in which the job operates
• Detail any language or mobility requirements
• Previous experience of working in a food industry (preferably edible oil sector) would be advantageous.

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Responsibilities

• Collate and review Tradex Assumptions
• Collate and review overheads assumptions
• Update Assumptions on BPC
• Overheads controls, reviews, and reclasses
• Customer Monthly account statement
• M&C Management: Control and reporting
• Customer Health Check
• Tradex agreement setup
• Tradex monthly/Quarterly/Yearly reviews loading and reconciliation
• Secondary sales force salaries/Customer reimbursement reviews
• Agreed promotions set up
• Distributors Lease reviews and reconciliations
• Dotted responsibilities on Bank Guarantee
• Export customers/Salesman commission reviews

Requirements

• Bachelor's Degree / HND in Finance, Accounting, or any other related field
• Membership of any of the following accounting bodies such as ICAN, ACCA, CIMA, CFA and ICAEW with emphasis on those who have completed their exams.
• 3 -5 years minimum work experience
• FMCG, Manufacturing experience preferred
• Strong analysis and stock accounting experience required
• Proficiency in MS Office tools
• Sound Knowledge of accounting and financial principles and practices
• Strong behavioural and interpersonal skills.

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Principal Accountabilities

• Management of inventory and control of raw materials, packaging materials, Engineering spares and accountable for the efficient receipt and Issuance of materials/spares to achieve set objectives and ensuring Fraud-free distribution operations.
• Responsible for ensuring efficient services support to refinery, Packing lines and logistics to maximize operational efficiency and support the supply chain activities.
• Manage warehouse team to operate within set procedures, inventory Management and warehousing best practices in accordance with Warehouse management standards.
• Build and maintain effective customer service relationship both with Internal and external stakeholders.
• Engage, develop and closely follow up on the training and development needs of team in order to enhance and embed productivity in the Warehouse in line with departmental objectives.
• Maintain acceptable standard of safety and housekeeping

Internal & External Relationships:

• External - Suppliers and third party transporters
• Internal - Planning & Procurement Team, Factory, Outbound Logistics, Finance team, Sales team, Marketing team.

Knowledge, Skills & Experience Needed ​

• First Degree in any discipline
• Masters in Logistics or SCM will be an added advantage
• Significant experience in warehouse/logistics management
• Good understanding of inventory planning (FIFO, FEFO, LIFO)
• 5 - 7 years’ experience

EMS, OHSMS and FSSC Responsibilities:

• Implement and comply with EMS/FSSC/OHS requirements relating to environmental aspects and impacts and other policies, procedures and /or regulations applicable to assigned jobs
• Understand and apply the intent of the EMS/FSSC/OHS policy and requirements to assigned jobs
• Understand roles, responsibilities, and the importance of conformity to the EMS/FSSC/OHS requirements.
• Understand the significant environmental aspects and related actual or potential impacts associated with their work, and the environmental benefits of improved personal performance
• Understand the potential consequences of departure from specified OHS procedures or legal requirements.
• Ensure prompt escalation (adequate communication) of any food safety related issues to any FSTM, FSTL and or next line of reporting manager

Job Context & Special Features:

• Ability to take decision decisively and Good sense of judgment.
• Ability to grasp complex concepts easily.
• Pay attention to minute detail.
• Excellent planning, negotiating, and organizing skills.
• Great physical health.
• Ability to motivate co-workers, colleagues and others.
• Ability to display self-confidence
• Ability to operate in a systematic and logical manner.

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Level:

Grade 6

Department

Sales/Commercial

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.

Responsible to:

Area Sales Manager

Responsible for:

Van Sales Representative/Open Market Sales Representative

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 Plan 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.

Internal & External Relationships:

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

Knowledge, Skills & Experience Needed:

Qualifications:

• 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