National Modern Trade Manager - FMCG

We have an excellent opportunity as mentioned above with one of the leading FMCG company based in Lagos, Nigeria.

We give here below the job description for same.

Position: National Modern Trade Manager

The salary offered for the position is USD 1500 per month as off shore salary, local salary USD 700 to USD 1000 per month paid in Naira, furnished accommodation as Bachelor initially for 12 months, bonus, Medical benefits, company issued vehicle & driver with fixed monthly fuel allowance, Annual paid leaves with to & fro tickets.

Objectives:

- Shall lead and manage sales force and distributors to meet and exceed sales target in Modern Trade with profitability and accomplish company's growth plan by successfully implementing company sales strategies, executing promotions & Displays as per plan in the assigned channels/ accounts.

- Shall report market /competitor intelligence to Business Head and recommend Operational improvements to the Top Management.

Key Accountabilities:

Functional:

- Lead and Manage the Team of Field Sales Managers, Key Account Sales Executives, Merchandisers, etc. to achieve business objectives.

- Drive all Trade Negotiations, Secure Share of Shelf in line with Brand Expectations and Ensure full implementation of all Trading agreements.

- Monitor and Review effectiveness of all Trade Activations, Coverage and Trade Service Levels.

- Sales Forecast to be prepared based on Market Activity Plans and Review on a monthly basis.

- Prepare Account Specific business development plans. Allocate Trade Investments Budgets and ensure utilization as per guidelines.

- Identify Key Opportunities in assigned Channel and create customer specific action plans. Example Shelving Improvements, Location, etc.

- Ensure Implementation of Sales Fundamentals as per Brand Objectives.

- Conduct quarterly Business Reviews with the top customers and develop Business Plan.

- Negotiate and finalize new product listing, price changes, promotion selling and displays in the outlets.

- Monitor Competitor activities and implement Tactical activities to counter the same.

Organizational:

- Provide Coaching for Key Account Executives by regular field contacts and provide written feedback for development.

- Encourage superior sales performance through monthly and quarterly incentive plans

- Train Key Account Executives on product knowledge, customer management, route planning, and collections.

- Conduct biannual appraisals for all FSM's and KAM's reporting to you.

- Review effectiveness of Coverage and journey plans and update the same periodically.

Financial:

- Ensure that the volume and value targets allocated for the assigned channel are achieved.

- Manage Collections from all Credit Customers, Evaluate Credit limits and recommend changes of any based on customer performance and payment history.

- Authorize Sales Representative's orders, agreed FOC's, damaged goods uplifts and customer discounts.

People:

- Ensure the team is fully aware of their roles, responsibilities and monthly priorities

- Ensure the team is adhering to work timings, daily report submissions and professional approach to all customers.

- Manage the Annual Leave Plans for the team and ensure continuity of coverage and service to the customers.

Operational KPIs:

- Sales Volume and Revenue vs Budgets

- Trade Spend Management, Finalizing of Annual Trading Agreements

- Coverage

- Share of Shelf, Range Availability, Pricing and Displays

Qualifications & Experience:

- Graduate / Post Graduate in any stream

- Minimum 7 years experience in FMCG distribution and at least 2 years leading teams & key accounts.

- Proven leadership qualities, communication, planning & analytical skills

High Competency Requirements:

- Communication Skill (Written & Spoken/English)

- Planning & Analytical Skills

- Negotiation Skills

- Presentation Skills

- Excel & PowerPoint Skills

- Relational Skills

- Developing Others Skills

- Management & tracking of KPI's on customer/sales data

Nb: Statements in this JD are intended to reflect, in general, the key accountabilities of the position, but are not to be interpreted as being totally inclusive.

Amit Hande