Olam Nigeria Limited is located in Lagos, Nigeria and is part of the Farm Support Services Industry. Olam Nigeria Limited has 3,000 employees at this location and generates $222.01 million in sales (USD).
With offices and operational units across all geopolitical zones of the Nigerian Federation, Olam has a wide and growing network of farmers, suppliers, wholesalers, local buying agents (LBAs), customers and service providers. Today, these networks encompass approximately 500,000 farmers and have created tens of thousands of jobs in indirect employment.
We are recruiting to fill the position below:
Job Title: Sales Development Head
Location: Lagos
Job Description
The Sales Development Head would be responsible to lead the development of Sales & Distribution Strategy for all the 6 Categories & across Regions & Channels of Nigeria.
He will also be charged with building competencies on Route-To-Market, Trade & Shopper Marketing, Channel Development, SalesForce KPI effectiveness, Automation and performance score cards.
Key Deliverables
Take ownership and devise sales strategies to drive category volume growths in an extremely competitive, VUCA environment. Partner with sales team to build rigor in monthly volume achievement by Customer, Pack & Channel
Identify Trade insights and develop activation programs to drive shelf share across different channels. Lead the Shopper Marketing agenda in collaboration with Marketing to create an impactful and distinctive brand visibility at point of sale. Track & manage Trade Marketing budget across Categories
Develop & deploy the right ‘Route to Market’ model for the Categories – both short term & long term. Develop RTM with deep channel, customer & category understanding – General Trade, Modern Trade and HORECA
Managing Redistribution: Outlet Mapping, Target Setting, Daily Route Coverage Plans, Beat Plans, PJP, Productivity. Identify route optimization opportunities to reduce cost to serve
Drive improvements in Sales force productivity metrics (Direct Coverage, Effective Coverage, Productivity, Assortment, Time in Market etc)
Distributor Management: Briefing, Order Management, Stock Management, Credit Management, ROI calculations
Oversee reporting systems including DSRs, Retail Cards, Monthly Reporting, Monthly Claims (if any), Damage & Shortage Claims. Devise appropriate checks and balances in the process & reporting formats
Track Competition activities along with pack & price changes across Categories
Develop and implement common sales processes/ systems & tools across categories
Develop & Deploy the ‘Olam Way of Selling’ across category teams:
Ritualize - ‘Day in the life’; ‘One language’
Standardized Sales Call (at various levels)
Lead and deploy field force incentive structure and recognition programs
Act as a Coach and Mentor to Sales Managers and help them realize their full potential
Requirements
12+ years of work experience in leading Foods & Beverages companies across General Trade and Modern Trade
Must have extensive cross-functional expertise in Sales, Trade Marketing, Route to Market functions
Must have proven expertise in driving growths in competitive categories/ regions
Must have worked across different regions, with exposure to handling metro cities. Should be able to adapt quickly to new cultures and work environment
Should be a self-starter with strong entrepreneurial mindset
Premier Institute MBA preferred
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