Job Title: Head - Sales | Nigeria

Location: Nigeria

Reporting to: Country Head

About the Role: We are looking for an accomplished Head of Sales to lead the sales and distribution agenda for a leading Indian FMCG multinational in Nigeria.

The role will be responsible for driving revenue growth, strengthening market presence, building a high-performance sales organisation and expanding distribution across key channels and geographies.

The ideal candidate will bring strong experience in the Nigeria/West Africa FMCG market, with a proven track record of managing distributors, GT/MT channels and large-scale sales operations.

Key Responsibilities:

- Own the overall sales strategy and business delivery for Nigeria, including revenue, volume, distribution and profitability objectives.

- Develop and execute the annual sales plan aligned with the company's growth ambitions.

- Drive General Trade, Modern Trade, Wholesale and emerging channels, depending on the business model.

- Build, manage and optimise the distributor and sub-distributor network across Nigeria.

- Expand numeric and weighted distribution and improve availability, visibility and market execution.

- Identify new markets, territories, channels and growth opportunities to strengthen the company's footprint.

- Lead sales forecasting, demand planning and inventory coordination in partnership with Supply Chain.

- Develop robust sales KPIs, targets, incentive structures and performance dashboards.

- Lead, coach and develop the sales team to build a strong execution-oriented organisation.

- Drive distributor ROI, trade spends, schemes and commercial effectiveness.

- Track competitor activity, pricing, promotions and market trends and translate insights into actionable sales strategies.

- Partner closely with Marketing to ensure effective brand activation, launches and in-market execution.

- Ensure strong governance around credit, collections, distributor stock and working capital.

- Establish strong relationships with key distributors, retailers, modern trade accounts and other strategic customers.

- Provide regular business reviews and market intelligence to the leadership team.

Candidate Profile:

- 12 - 18 years of progressive sales experience in FMCG.

- Strong experience in Nigeria or the wider West African market is highly preferred.

- Experience handling distributor-led businesses and GT/MT sales is essential.

- Strong understanding of Nigerian FMCG consumer, retail and distribution dynamics.

- Proven experience managing large sales teams and geographically distributed operations.

- Should have handled a sizeable P&L/revenue responsibility.

- Experience with Indian FMCG companies operating internationally will be an advantage.

- Strong commercial orientation with demonstrated capability in revenue and market-share growth.

- Excellent stakeholder management, negotiation and people leadership skills.

- Willingness to be based in Nigeria and travel extensively across the market.