National Sales Manager

Job Description

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
  • 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
  • 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

Personal Specification

  • University degree¬†
  • +10 years of significant Sales, Marketing and or Shopper & Customer Marketing management experience within FMCG
  • Successful track record of excellence at senior level within or leading a Sales/Commercial team in FMCG environment.
  • In depth experience and ownership of commercial relationships.
  • Strong people focus and ability in the Leadership and Development of teams
  • Strong understanding of in store operations
  • Highly developed negotiation and strategy development skills
  • Business + Entrepreneurial acumen/Financial Skills
  • Business Management Skills /Joint Business Planning



FMCG & Retail



Job Level

Mid-Senior Level