Head, Business to Business (B2B)

Department: Commercial
Job Purpose:To generate revenue and profitability of the company’s brands / categories in Corporate Institutions against agreed budget.
Reporting Relationships:Reports to the Sales DirectorPeers are Head of Modern Trade, Head of Traditional Trade, Head of Trade Marketing and Demand Manager.

Dimensions:Turnover (NNS) of N2.4B (Average)OP of —Team size of 2 direct reports
Principal Accountabilities:1. To create, develop and implement sales plan, strategy for effective growth, increased turn over and increased corporate client portfolio.2. To analyze institutional sales figures/data, interpreting trends to develop & deliver planning and forecasting of future sales volumes.3. To explore and exploit new opportunities to drive penetration into Corporate Institutions through effective management of the Commission Sales Team and Business Associates –  CST/BA.4. To hold regular reviews with team members for effective credit management thereby having minimal debts. 5. To organize regular product training, reviews and mini – trade fairs for the Business Associates and Commission Sales Team.6. To build, develop and lead a team which is competent, commercial astute, dedicated and efficient.7. To develop and execute a key accounts management plan in order to maintain and develop relationships with existing customers via meetings, telephone calls and e-mails.
Internal & External Relationships:External – Corporate Institutions, Government Agencies, Business Associates and Commission Sales Teams.Internal – Marketing, Sales team, Manufacturing, Finance, Logistics & After Sales Service

Knowledge, Skills & Experience Needed:1. Bachelor’s degree in any course – MBA preferred2. Minimum of 8 years relevant experience in a similar Corporate Sales role preferably in the Electronics Industry. 3. Computer literacy especially in the use of MS Office Suite.4. Excellent written and verbal communication skills5. Excellent interpersonal skills and key accounts management.6. Excellent numerical, analytical skill and forecasting techniques 7. Self starter & Excellent teamwork skills 8. Excellent leadership skills9. Proven ability to influence cross-functional teams without formal authority 
Job Context & Special Features:1. Willingness to travel2. Cultural sensitivity


Company