Customer & Territory Sales Manager Job at FrieslandCampina WAMCO Nigeria Plc

FrieslandCampina WAMCO Nigeria PLC is a unique multinational FMCG & B2B company aiming to stay successful in an ever-changing and increasingly complex world. We are unique because our suppliers, the farmers, are also our owners. Since we own the entire supply chain, from grass to glass, we can guarantee the high quality of all our products. As we work in highly competitive markets, we need to be agile while balancing all interdependencies inside and outside our company. Next to a supply-driven business, our portfolio consists of many strong commercial brands all over the world.

We are recruiting to fill the position below:

Job Position: Customer & Territory Sales Manager

Job Location: Nigeria
Employment Type: Full-time

Job Description
Sales Planning: 

• Prepares Business Plan for his/her region based on company’s vision and targets, provides leadership to sales team to achieve the set objective and ensures the implementation of territory sales and distribution plan according to company guidelines, procedure and instructions to meet the sales volume and value targets for the territory as agreed in business plan. 
• Create joint business plan with customer and guide through achieving its KPIs. 

Distributor Management: 

• Ensures Distributors in his/her sales region operate in line with company’s standards (warehousing, sales force effectiveness, financial healthiness etc). 
• Co-located at the assigned distributor to manage day-to-day operational issues including sales tracking, inventory management, data management system and customer database management.
• Provide key inputs to quarterly/annual distributor review. Manage credit risk in his/her sales region and proactively recommend actions to prevent bad debts/other credit losses. 

Field Sales Force Management: 

• Provides leadership direction as well as supervises the field sales force management. Engage, enable and energize the team for optimal performance. Coach and mentor team in core sales skills via field trips and or classroom training, set long and short term targets for primary and secondary, evaluate team’s performance and provide feedbacks and developmental actions to drive performance.

Market monitoring: 

• Monitors the market developments, new opportunities and competitors’ activities in line with company requirements to create new initiatives for business growth within assigned territory.
• This includes, but is not limited to, collecting key insights on competitive brands and changes to competitor distribution structure. Provides sales forecast in order to ensure efficient supply of products in line with market demand. 

Territory Management: 

• Develop, cascade and implement plans in all sales channels in his/her region to ensure that potential demand for company’s product  is fully exploited, Conduct regular retail & market audits to ensure optimal service level, promo execution, picture of success etc. Manage relationship with retailers to drive preference and creatively match opportunity with resources.  Ensure expense and budgetary control within region. 

Reporting:         

• Send inputs to Head office for  reporting in terms of distributor stock and secondary sales, market audits reports, value chain on a weekly basis. 
• Analyse current (work)processes, equipment and materials signal and evaluate bottlenecks and initiate and implement improvements 

Digital and Business analytics / Commercial Technology:

• Have the ability to understand and apply technology and digital tools,including enhancements,provided to execute commercial operations with efficiencies to maximize business result. 
• Ability to analyse and utilize digital data from various sources, both internal and external to provide clear insights to customer behaviours,market trends,macro economics and all other critical business insights. 

Management Information:

• Provide insights at request or at own initiative regarding quantitative and qualitative developments by means of periodical and ad hoc reports and/or analyses, based on reporting guidelines  

 People Management:

• Appoint, lead, coach and appraise employees and develop (the cooperation between) employees of the own department using the instruments, service and procedures of the HRM department 

Relation Management:

• Build and maintain a network of relevant (external) stakeholders/partners as well as manage the relation with the (direct) environment of the production facility/facilities 

Knowledge Development:

• Keep up with relevant developments in own area of expertise. Define knowledge gaps within team  and ensure the development by exchange of knowledge among professionals within the department and other plants within the cluster or capability development request. 

What we ask

• Bachelor/Masters degree in any field
• Minimum 7+ experience of Sales management
• Distributor Management/Development
• Sales force Management
• Market Analysis
• Teambuilder 
• Social cultural dynamics 
• Knowledge of Change management 
• Knowledge of complex problem solving 
• Business Development 
• Knowlegde of Region/Territory management 
• Result Orientation 
• Analytical thinking 
• Strong communication skills.