• Application Deadline:
• Position: Territory Sales Manager (Abia)


• Job Type Full Time


• Qualification BA/BSc/HND


• Experience 1 - 2 years


• Location Abia


• Job Field Sales / Marketing / Retail / Business Development 
  

Job Requisition ID: JR000376

Job Purpose

• Work with the Dealers/ sales team to deliver agreed business objectives within assigned territory.

Reporting Relationships:

• Zonal Managers/ Key Accounts Manager/ Regional Commercial Manager

Dimensions:

• Return on Investment


• Customer Satisfaction


• Turn Around Time


• Strategic Alliances with different institutions

Key Performance Indicators

• Target vs. Actual monthly/yearly performance (sell-out, KPIs Timely and quality of execution of trade and marketing


• Activities in assigned territory)


• Implementation of Territory Coverage Strategy Achievement of Quality, Distribution, Visibility, Price/promotion targets.

Principal Accountabilities

• Any requirement for organizing & planning including own work and the allocation of resources


• Typical decisions made and if they are advisory or directly responsible for the outcome


• Achieve agreed business objectives/KPIs for the territory (Sell in, sell out, Focus Category, NPD listing and promotions)


•  Achieve sales drivers’ objectives for the territory viz (Distribution, Visibility, Price and Promotion)


• Managing territories with potential to deliver a minimum of 1B per annum


• Plan to deliver customer based and territory based agreed sales (NIV and Category) targets periodically and ensuring a MoM and YoY growth


• Analyse and review distributors’ performance against agreed KPIs


• Work with the ZM to develop JBP of customers in assigned territory


• Ensure bi-weekly stock taking in other to protect company resources


• Tracking of distributor performance payments (including posting and matching), monthly account reconciliation/signing off, repayment plans linked to capability development


• Ensure collection of outstanding debt within stipulated time frame and accompanying same with sell-in of depleted SKUs


• Adherence to monthly journey plan for customers’ contact and engagement


• Ensure compliance to retail operating standards in all showrooms


• Organize and coordinate activities of floor sales merchandizers


• Implement strict credit control for Key distributors and ensure purchases are done within approved credit limit


• Accountable for POS materials and other sales driving materials deployed to territory through monitoring to ensure safe keeping and optimal use.

Internal & External Relationships:

• Zonal Managers


• Marketing/Sales/Channel/Supply Chain/Finance/HR team


• Customers


• Agencies


• PZ Marketing & Sales network.

Qualifications

• First Degree in any discipline


• Computer Literacy

Experiences: (What experience brings success to this role):

• 1-2 years experience in marketing or sales, and over this period has successfully delivered on KPIs.


• Direct experience of PZ Cussons Way of selling capabilities with a focus on Sales Driver execution at the point of purchase (QDVP), Outlet Segmentation and Managing Relationships including structured call, persuasive selling and brand passion.


• Experience in an electrical related company is an added advantage.

Knowledge: (What does the person need to know):

• Good knowledge of business objectives and priorities.


• Experienced driver with valid license


• Knowledge of Field Sales Management and Market Intelligence.


• PZ Cussons Leadership competencies- BEST values

Functional or Technical / Business Skills: (What can the holder do):

• Commercial Acumen - Emerging


• Customer Management - Emerging


• Negotiation Skills - Emerging


• In Market Execution - Emerging


• Selling Skills - Emerging


• Sales Drivers - Emerging


• Channel Strategy - Emerging


• Communication/Interpersonal skills - Developed


• IT Skills - Developed