Regional Business Manager

Job Description : REGIONAL BUSINESS MANAGER NIGERIA The purpose of the job is to implement Sales strategies and programs to achieve or exceed; distribution targets, coverage targets, sales turnover, and profitability of the region. The incumbent is based at the Regional office and reports to the Head of Business for his/her region and works closely with the Brands Team, HR and Finance. This role is 90% field based and 10% office and involves travel across multiple states. Key Responsibilites 1. Strategic Sales Management: · Forecast sales for the Region in alignment with company goals and sales trend of the region. · Ensures outlet execution standards are achieved for the Region and champion the usage of Sales Force Automation (SFA) by team members. · Monitor region’s revenue and cost to achieve regional profitability. · Analyze sales achievement report to address situations leading to unfavorable variances. · Ensure Joint Business plan is in place for distributors by FSMs. · Recommend product lines by identifying new product opportunities, and/or product, packaging, and service changes. · Survey customer needs and trends · Track competitor’s performance & products with a view to developing the right strategies to ensure market leadership. · Implement the Route to Market Plan · Drive Market Coverage Expansion and ensure distributors deploy required infrastructure to optimize coverage opportunity and product Penetration. · Ensure FSMs expand customer base across retail and wholesale channels through the VSRs and Pre-Sellers 2. Stock Management: · Ensure adherence with stock policy in the Region. · Manages stock & its distribution in the Region. · Approve stock requisition & analyses region weekly stock position. 3. Financial Management: · Prepare annual budget, forecast expenditure, analyze variances, and initiate corrective actions. · Scrutinize expenditure in line with budget guideline before approval for payment · Ensure credit policy is adhered to and monitor credit utilization for credit customer. · Recommend credit limits for customers. 4. Coaching & Mentoring: · Hold Weekly Performance review meeting with team. · Embark on field Accompaniment with FSMs, VSRs and Pre-sellers to trade to coach on selling skills. · Ensure all sales team members carry out respective responsibilities. · Make unscheduled visits to area offices, Depot and trade to spot check team members. 5. Training · Identification of skill gaps in sales workforce through accompanied market visit for creating Individual Development Plan (IDP) · Determine, and recommend intervention training to Busines Head/HR · Evaluate the effectiveness of training on business through routine market visits. · Review of post training evaluation provided by HR with a view of providing concrete feedback for periodic performance assessment. · Building & sustaining value-based capability of the sales team to ensure they excel in modern day sales space Requirements Principal Accountabilities · Achievement of regional sales target by Brand, SKU, and Value · Achievement of Product Penetration Target for the Region at Retail and Wholesale · Achievement of Active wholesaler as a percentage of Wholesaler Universe · Achievement of Regional Strike rate and call completion for all retail team members. · Zero Debt to distributor by retail team · Regional Expense Budget Management to Plan Qualifications & Experience · Minimum of 8 years sales experience with 2 years spent in Customer Marketing/Trade Marketing and another 2 in Sales Leadership role · HND/BSC degree in any discipline · MBA is a Must Skills Requirements · Experienced at Retail and wholesale sales practices and processes. · Excellent leadership, interpersonal, persuasive and communication skills · Strong Business Insight, Good planning and organizing skills. · Self-driven, aggressive, energetic and stress tolerance · Understands selling using Value based approach. · Experienced at Customer Joint Business Planning · Experienced at Route to Market development and deployment. · Good Microsoft Office Skills · Expert at management using routines

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