VP FMCG SALES

Job Description : VP FMCG SALES NIGERIA 15-20 years experience - Develop key growth pillars and sales strategies for the Category by mapping opportunities at Geography, Channel & Price-point level, and crystallize them into an actionable Annual Operating Plan (AOP) for the sales team. - Work with the Regional Managers to identify State and LGA-specific nuances and initiatives to drive disproportionate sales growth in key geographies. Primary & Secondary Sales KPIs: - Undertake complete ownership of Biscuits & Confectionary monthly sales plan achievement (Primary and Secondary Volumes, Distribution and Secondary KPIs) across all channels of Nigeria. - Drive daily sales rhythm on distributor collections, invoicing and team working. - Oversee Van operations and identify ways to drive effectiveness of Van capacity utilization. Trade Marketing: - Development and execution of monthly trade promotion initiatives aimed at driving primary and secondary offtakes targeted at Category wholesalers, Open market semi-wholesalers and Neighborhood stores. - Monitor and drive the execution for these initiatives through robust weekly reviews with regional teams. - Effectively utilize the Trade Spends budget to achieve category goals. - Oversee monthly reconciliation and timely trade payout settlements by liaising with Finance. Distributor Management: - Design targeted programs to drive counter sales from top distributors. - Engage with the top distributors across Nigeria through field visits to identify & translate emerging trends into sales plans. - Oversee Distributor Management processes and identify ways to improve efficiency on Order Taking, Inventory Management, Range Availability and Supply/Delivery. Sales Processes: - Embed a daily Sales Ops rhythm with the help of Sales Enablers and Performance score cards. - Leverage Sales Analyst to drive reporting Systems including DSRs, Caraway Compass and HHD usage, Activation trackers, Monthly reporting, Trade claims, Damage & Shortage claims. - Continually monitor and strengthen commercial hygiene of sales reporting, trade claims, asset tracking. RTM Development: - Continually evaluate and optimize the Biscuits & Confectionary RTM by developing deep channel, customer & category understanding via trade visits. - Monitor the Category redistribution aspects on a regular basis (Outlet Mapping, Coverage, Attendance, PJP Compliance, Bill Productivity) and identify plans to strengthen our distribution. Team Management: - Lead & coach the field sales team members through in-market presence and role-model Olam values. - Work with Sales Development Head and HRBP-Sales to identify capability development needs of the Biscuits & Confectionary category team and embed regular training & up-skilling to improve effectiveness. - Lead the Sales DC (Development Center) and Assessment Center exercise to build talent pipeline. - Responsible for design and implementation of Sales Incentive plan. Cross-functional Collaboration: - Liaise regularly with Plant team to ensure stock availability across SKUs and update production plans to incorporate changes in any SKU demand patterns. - Engage with the Logistics team to resolve any supply issues and implement interventions to improve distributor turn-around time. - Attend the monthly SNOP meetings and contribute by undertaking the SKU-wise Forecast preparation in coordination with the Demand Planner. - Collaborate with Marketing to roll-out Shopper interventions and Consumer Activation plans to dial-up Visibility, Shelf share and Tertiary sales on key focus products.

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