About the Company
The company is one of the leading confectionery player in the world and has operations in over 100 countries, with leadership position in various countries that it operates it.
Job description
NATURE AND SCOPE
The position of ‘Sales Head’ is one of the most critical positions for the company. The individual’s knowledge and understanding about the trade will be critical for the company to set up its sales and distribution system.
As the company grows, the sales head will lead a team of large number of people who will be based out of different locations, managing them remotely will require a lot of inter personal skills.
Institutionalizing and implementation of sales systems and processes will be key to success of setting up operations in Nigeria. The position drives this agenda through effective liaison with the internal field force and all the distributors of the company. This position will be a crucial interface between Finance, Supply Chain, HR & Marketing
The position is accountable for:-
1 Distribution Strategy – Considering that company is setting up operations in the country, the most critical job of the sales head would be to device and recommend a roadmap for the distribution strategy for the company to ensure maximum width and depth of distribution.
2 Distribution set up – As part of formalizing the distribution strategy, the individual would be required to identify and appoint distributors across the country ensuring that relevant infrastructure is provided by the distributors
3 Distributor Management – For a long term efficient performance, track distributors’ efficiencies and follow up on necessary related actions. Alongside, ensure that all distributor related issues are timely monitored and addressed to
4 MIS - Implement and review the MIS Reporting from all the branches, ensure MIS reporting is as per schedule
5 Sales Targets – Lead the process of forecasting and setting the sales targets for all geographies ensuring an equitable growth across. Continuously review sales performance of all geographies to ensure achievement of the sales targets.
6 Sales Overhead Budgets - Develop, manage and ensure adherence to branch budgets
7 BTL Budgets – Monitor and track the BTL budgets periodically alongside ensuring that the BTL budgets are judicially utilized transforming to targeted sales growth
8 Sales force – Hiring of the entire sales force and device the relevant induction program for the sales team. Also develop an incentive plan, basis a budget, to motivate the company sales force as well as distributor’s sales force
9 Team Management – Review Sales performances of the entire sales team and implement relevant training programs for improved performances
10 Sales Planning and forecasting – Device a process of sales planning a forecasting, the basis on which the factory shall produce.
11 Credit Management / Receivables – To ensure a smooth business, ensure 100% recovery of the money against stocks sold to the trade, suggest means of minimizing company’s exposure
12 Culture building contribution - Recommend & implement policies to ensure retention of the high potential / performing employees
13 Coverage by field force – Device a plan to ensure that all cities are directly visited by the field force atleast once a month. A permanent journey plan to be drawn and implemented
14 Inter functional linkages - Implement and enhance the linkages between Logistics, Sales, Marketing, Finance through active review and analysis of gaps/opportunities
15 Competition analysis – Track competitive activities regularly both in terms of distribution strategies and new product launches
DIMENSIONS
- Direct Report - 3 / 4
- Indirect Reports (subordinates to Direct Reports) - 18-25
- Internal Interaction
- HR for hiring, training, retention of Sales team
- Finance to ensure that expenses are under control and budgets are adhered to and there is 'zero' pending recovery
- Logistics to ensure smooth logistics and timely availability of quality product.
- External Interaction
- Distributors - evaluation and appointment
Desired Skills and Experience
Experience Range Required:
13-15 Years. Minimum 4-6 years in FMCG sales. Other experience could be in marketing, administration/finance etc
Academic Background :
MBA in Sales / Marketing
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