Role Purpose:
Continually improve and challenge key deliverables in Sales Strategy, Net Sales, Trade Investment & Distribution, Market Share, Customer Profitability, Distributor Management, Perfect Store, Sales Capability and General Expense Sales.
Main Accountabilities:
- Commercial Strategy and Sales business plans
- Lead and steer the development and implementation of a Sales/Commercial Strategy & Plan, forecasts and policies, integrating global/regional
sales strategies to local environments and priorities.
- Evolve Value Chain to Point of Purchase Shopper
- Continually improve and challenge the overall value chain in maintaining profitability, pricing and promotions in line with our BDF competitive strategy as well as general trading terms & conditions.
- Key Account Management
- Builds and evolves an analysis driven process of customer account management.
- Builds long term mutually beneficial relationships with customers based on Core Values. Responsibility for negotiation and delivery of all elements of pricing and Trading Terms & Conditions.
- Distributor Management
- Select, appoint, and manage Distributors in our chosen territories where our own operations are not viable.
- Continually evolve these relationships as an extension of the business.
- Closely monitor stockholding, sell-out data, profitability and other relevant performance indicators.
- In Store Operations
- Set up and implement clear in store strategy and focus by channel with 3rd party field force.
- Manage relationship and facilitate collaborative working environment with 3rd party field force.
- Manage Perfect store execution through clear KPI measurement, tracking performance and continuous improvement.
- Shopper & Customer Marketing
- In collaboration with the Head of S&CM, CEWA, support in the development of the Assortment, Investment, strategy by Category and
Channel.
- Budget Planning and Control
- Directs and controls the approved sales Budgets & Forecasts in order to deliver Net Sales and profit objectives.
- Full responsibility for confirmation and delivery of monthly, quarterly and annual Sales and targets.
- Control and delivery of all relevant cost budgets.
- Leadership – Guide, motivate, develop, manage and build engagement within the commercial team and internal and external stakeholders.
- Drive best in class cross functional collaboration and engagement.
- Priority focus on developing key talent in the business.
- Co-build and sets strategy, direction and enable teams to execute with excellence
- Compliance – Ensure responsible, sustainable, and compliant trading and customer/competitor engagement practices are maintained within the
organization.
- Develop and execute Route to Market plan for Nigeria
- Distributor evaluation, selection, Value Chain and Contract finalisation
- Steer the regulatory topics and seek resolution them with the support of local, regional and global regulatory team
