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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 ...
Job Purpose:
Lead the field sales team and Customers to deliver agreed business objectives including brilliant execution of sales and channel marketing activities within assigned zone
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.
Responsible to:
Regional Commercial Manager
Responsible for:
CSM, OM, Neighborhood, Golden Outlets & SSF
Key Accountabilities
- Manage the activities of the field sales team in assigned zone
- Achieve agreed business targets/KPIs for the area (Top line, GM, Focus Brands, NPD, Tradex, POP deployment etc.)
- Achieve sales drivers (QDVP) objectives for the zone
- Manage sell-out of Customers in the zone
- Recruitment of customers, development and delivery of Joint Business Plans with key customers in assigned area.
- Develop and ensure implementation of outlet coverage strategy for the area
- Implement agreed Route to market strategy in assigned zone
- Ensure brilliant and successful execution of all Promotional/launch/agencies activities in the area and timely delivery of relevant reports.
- Identifies training needs of team, works with RCM, Capability Development Manager and HR to build Sales capability and ensure a talent pipeline.
- Feeds into the demand process to optimise the quality, accuracy and clarity of inputs.
- Provide market intelligence report in assigned area
Measurement/Performance Indicators
- Achieve weighted distribution targets
- Sell out target vs. Actual monthly/yearly performance (volume/value, QDVP, KPIs and timely execution of the activities)
- Coverage strategy and implementation
- Coaching and development plan implementation
Internal & External Relationships:
- Regional Commercial Manager
- Marketing/Sales/Channel/Supply Chain/Finance/HR team
- Line Managers (Performance Management, recruitment, induction)
- Key Distributors/Customers
- Government agencies within Zone
- PZ Marketing & Sales network
Knowledge, Skills & Experience Needed:
Qualifications:
- First Degree in any discipline
- Computer literacy (MS Word, Excel, PowerPoint)
Experiences: (What experience brings success to this role)
- Minimum of 3 years experience in marketing or sales, and over this period has successfully delivered on KPIs.
- Demonstrated ability to coach and develop people
- Field Sales management experience
Knowledge: (What does the person need to know)
- Good knowledge of business objectives and priorities.
- Working Knowledge of core Commercial Planning process (IMEX, CPM, Battle Plan, Risk & Opps, RiRo, SLOBs).
- Knowledge of Field Sales, Channel or Distributor Management
- PZ Cussons Leadership competencies
go to method of application ยป
Job Purpose:
Lead the field sales team and Customers to deliver agreed business objectives including brilliant execution of sales and channel marketing activities within assigned zone
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.
Responsible to:
Regional Commercial Manager
Responsible for:
CSM, OM, Neighborhood, Golden Outlets & SSF
Key Accountabilities
- Manage the activities of the field sales team in assigned zone
- Achieve agreed business targets/KPIs for the area (Top line, GM, Focus Brands, NPD, Tradex, POP deployment etc.)
- Achieve sales drivers (QDVP) objectives for the zone
- Manage sell-out of Customers in the zone
- Recruitment of customers, development and delivery of Joint Business Plans with key customers in assigned area.
- Develop and ensure implementation of outlet coverage strategy for the area
- Implement agreed Route to market strategy in assigned zone
- Ensure brilliant and successful execution of all Promotional/launch/agencies activities in the area and timely delivery of relevant reports.
- Identifies training needs of team, works with RCM, Capability Development Manager and HR to build Sales capability and ensure a talent pipeline.
- Feeds into the demand process to optimise the quality, accuracy and clarity of inputs.
- Provide market intelligence report in assigned area
Measurement/Performance Indicators
- Achieve weighted distribution targets
- Sell out target vs. Actual monthly/yearly performance (volume/value, QDVP, KPIs and timely execution of the activities)
- Coverage strategy and implementation
- Coaching and development plan implementation
Internal & External Relationships:
- Regional Commercial Manager
- Marketing/Sales/Channel/Supply Chain/Finance/HR team
- Line Managers (Performance Management, recruitment, induction)
- Key Distributors/Customers
- Government agencies within Zone
- PZ Marketing & Sales network
Knowledge, Skills & Experience Needed:
Qualifications:
- First Degree in any discipline
- Computer literacy (MS Word, Excel, PowerPoint)
Experiences: (What experience brings success to this role)
- Minimum of 3 years experience in marketing or sales, and over this period has successfully delivered on KPIs.
- Demonstrated ability to coach and develop people
- Field Sales management experience
Knowledge: (What does the person need to know)
- Good knowledge of business objectives and priorities.
- Working Knowledge of core Commercial Planning process (IMEX, CPM, Battle Plan, Risk & Opps, RiRo, SLOBs).
- Knowledge of Field Sales, Channel or Distributor Management
- PZ Cussons Leadership competencies
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