National Sales Manager - FMCG

Description: The incumbent heads National Sales, Distributor Management and Trade Marketing for Biscuits & Confectionary category for Nigeria covering all Channels. The incumbent would be responsible for achieving Primary and Secondary sales KPIs by developing Category sales strategies, unlocking growth from Category Wholesale and coaching & leading the Biscuits & Confectionary sales team.

Industry - FMCG only

Key Responsibilities:

- Sales Strategy: 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.

- 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

- 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

- Team Management: Lead & coach the field sales team members through in-market presence. 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.