Manager - Go To Market - FMCG

Company- Euro Mega Atlantic Nigeria Ltd. was established in January 2014 and appointed as a sales and distribution company for non-food and food products. It began its business with eight (8) depots. Since then, the company has continued to expand. We have several depot strategically located in Nigeria for the effective and efficient distribution of products to all 36 states in Nigeria. Since our inception in 2014 we have grown tremendously in our service delivery and business not only in Nigeria but across Africa. (www.euro-mega.net)

Location- Lagos

GTM manager: Nigeria

Roles and Responsibilities

Job Summary

- Ensure quality and resilience of local sales pipelines by implementation and customizing of global GTM framework. 

- Adopt, customize and coordinate execution of global GTM programs within local context. 

- Responsible for the design, development and execution coordination of local GTM programs. 

- Analyze, monitor and provide trends analyses and ensure data quality for Business Intelligence data and KPI scorecard reporting. 

- Audit compliance and quality of GTM programs through fieldwork with sales teams and structured audits using GTM checklists and agree corrective actions with management.

- Adapt and/or develop and execute GTM tools and Train-the-Trainer programs at all levels. 

- Project management for GTM infrastructural, capability and process programs.

Organization :

WGO local company :

- Base: Head Office Lagos, extensive local travel within Nigeria to the regions

- Reporting line: GM/ Business Head

- Direct reports: NA, dotted line for RSM- s

Key Roles/ Responsibilities

- Implementation and adaption/customization of global GTM framework (DEDEW) with regular health audits

- Demonstrate mastery of all GTM processes, capabilities and tools to salesforce

- Implementation and adaption/customization of global Winning Sales Culture framework (PDCA) with regular health audits

- Develop, agree and implement End to End PDCA roles/responsibilities, daily routines and drumbeats at each level

- Audit and validate the accuracy of the MCD- s, ensuring geocoding of all outlets and master data maintenance in IT platforms

- Implement and validate local sales productivity standards through field work and trend analyses, aligned to global standards

- Audit and validate that FJP's are designed in accordance with productivity and time management standards

- Validate resource plans according to FJP's by SS territory, ensuring optimal resourcing according to call frequencies and productivity standards

- Audit and validate that a MPS process is in place, to plan sales by outlet bottom up and SKU priorities top down

- Monitor achievement of daily and MTD objectives within productivity standards within country and provide feedback to management where relevant on accuracy & compliance issues

- Audit and validate KPI reported numbers with ERP/DIS & SFA transactional data weekly and monthly and submit consolidated KPI scorecards and MBR reports as directed

- Design/adapt and deliver Train-the-Trainer sessions with RSM's and ASM's on global and local capability-building programs and monitor quality of planned AREDAR sessions by level

- Coach to ensure quality of compliance & execution of the knowledge and skills delivered via training, through AREDAR sessions by level

- Monitor management consistency in ensuring consequences for failing to perform and provide feedback

- Ensure that there are cultural habits of teamwork, recognition and reward for exceeding the norm, including sales force incentive schemes aligned to global guidelines

- Monitor and report on competitor activity (product, price, distribution, promotions) when in the field, to ensure fast and relevant response by management and consistent competitive advantage by applying DEDEW framework

- Review performance through the MBR/QBR /scorecards drumbeat and field work, ideate and propose actions to improve performance of sales force using external competitive benchmarks

- Be an ambassador for the company by being a role model for living our values, as evident from 360 DNA reviews

Skills/Qualifications

- Bachelor from a reputable university, MBA preferable

- Min 5 years of line experience in business and sales management

- Sales operational mastery

- Leadership capability

- Excellent interpersonal and communication skills

- Excellent training and presentations skills, including the ity to make formal presentations internal and externally

- ICT expertise, including advanced Excel

- Change management skills

Key Interfaces :

- Country manager, Head of Sales, TM manager, IT team, Finance manager, Logistics manager, RSM- s

- Global GTM head, Global GTM managers, SMU IT team, GTM managers of other countries

Amit