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  • Posted: Sep 16, 2020
    Deadline: Not specified
  • Note: Never pay any money to any recruiter for any purpose (certificates, medical testing, interview, work kit or any other thing).
    Olam International was established in 1989 with 1 product in 1 country, trading cashew from Nigeria into India. Today we are a leading agri-business operating from seed to shelf in 65 countries, supplying food and industrial raw materials to over 13,800 customers worldwide. Our team of 23,000 employees has built a leadership position in many businesses inclu...
    Read more about this company

    Sales Development Head

    Function: Not Applicable
    Sub-Function: Not Applicable
    Functional Area: Sales
    Dept. / Product: Packaged Foods Business

    Project Details

    • Senior Leadership role

    Overview of Position / Detailed Job Description

    • The Sales Development Manager would be responsible for enabling the Business Units to build route to market, distributor automation, salesforce capability, salesforce automation and performance score cards.

    Key responsibilities include:

    • Help develop & deploy the right ‘Route to Market’ model for each Business Unit – both short term & long term.
    • Develop RTM with deep channel, customer & category understanding – General Trade, Modern Trade, E-Commerce, Institutional Trade, Hub and Spoke Rural distribution
    • Develop and implement common sales processes/ systems & tools across businesses and categories
    • Develop & Deploy the ‘Olam Way of Selling’ across sales organizations:
      •  Ritualize - ‘Day in the life’ ‘One language’
      •  Standardized Sales Call (at various levels).
    • Managing Redistribution: Outlet Mapping, Target Setting, Daily Route Coverage Plans, Beat Plans, PJP, Productivity
    • Salesforce productivity score cards (Direct Coverage, Effective Coverage, Productivity, Lines Sold…)
    • Reporting Systems including DSRs, Retail Cards, Monthly Reporting, Monthly Claims (if any), Damage & Shortage Claims.
    • Distributor Management: Briefing, Order Management, Stock Management, Credit Management., ROI calculations
    • KPI formulation & tracking.
    • Route Optimizations Devise appropriate checks and balances in the process & reporting formats.
    • Develop and implement sales and distribution metrics, Drive efficiency and productivity of our Sales force and Redistribution assets
    • Work on Sales Automation in the medium to long term, identify capability needs of the sales organization in terms of skills and competencies based on the business & sales


    • Develop training modules for various levels of sales teams.
    • Either in-house or with external help
    • Innovative Methods: Role Plays; Videos…
    • Adapted to local cultures.
    • New members to be inducted with focus on product & functional knowledge.
    • Drive structured ‘On-the-job’ training for company sales team & merchandisers – new recruits as well as current personnel.
    • Provide coaching, guidance and work out professional development plans to help the sales force reach their full potential & create a world class sales force.
    • Lead and develop process of field force incentive systems & recognition programmes.
    • Help in developing Trade Marketing Plans. Lead with ideas for different categories.
    • Independently access quality of service to customers. Work with Business Heads & Sales Managers to improve the same.

    Must Haves

    • Candidate with extensive exposure in Sales, Route to Market, Sales Capability Development, who has worked up from the ranks.
    • Minimum 12-15 Years of work exposure in Leading Foods & Beverages Company
    • Premier Institute MBA preferred.
    • Willing to relocate to Lagos, Nigeria.

    Method of Application

    Interested and qualified? Go to Olam Nigeria Limited on to apply

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