• Application Deadline:
• Position: Head of Retail


• Job Type Full Time


• Qualification BA/BSc/HND


• Experience 6 years


• Location Lagos


• Job Field Sales / Marketing / Retail / Business Development 
  

Department Strategic Objectives

• Lead in the delivery of Joint Business plans with the customer towards the achievement of the overall organisation business and growth objectives in key accounts.

Job Purpose

• Lead, develop, and ensure implementation of Key Accounts


• Plans that are aligned with overall business strategies, and that


• support achievement of profitable sales objectives

Responsible to:

• Head of Sales/ Commercial

Responsible for:

• Key Account Managers

Context / Scope

• A key contributor to the success of the HPZ commercial strategic plan with an effective and flexible field sales force; demonstrating industry leadership in both volumes driving & brand building activity.

Key Accountabilities

• Development of Joint Business Plans for managing selected Key accounts


• Accountable and responsible to ensure achievement of agreed Key Accounts targets/KPIs


• Drive Customers’ health check (TGM% & Debtors Day)


• Define and execute strategies and plans for the key accounts in line with business requirements and growth projection


• Lead the implementation and excellent execution of all channel/category activities for key account channels


• Oversees the process of Credit Management


• Drive the process of Business Planning Review for the function


• Actively participate and provide inputs into the Commercial Planning process, support development and implementation of channel, category and customer strategy and plans to achieve the overall field sales objectives


• Ensure development of careers and coaching of reports


• Work with other leadership team to identify and develop successive business leaders.


• Measurement/Performance Indicators 


• Availability and quarterly reviews of annual Joint-Business Plan with Key Account


• Target vs. Actual monthly/yearly performance (volume/value, KPIs etc.)


•  Coaching and development plan

Internal & External Relationships:

• Head of Sales  


• Heads of Department (Marketing/Sales/Channel/Supply Chain/Finance/HR)


• Line Managers (Performance Management, recruitment, induction)


• Key Accounts Customers


• PZ Marketing & Sales network

Knowledge, Skills & Experience Needed

• First Degree in any discipline


• Post Graduate degree will be an added advantage

Experiences:

• 6+ years in marketing or sales, and over this period has successfully delivered on KPIs


• Experience in either Channel, Customer or Field Sales management


• Experience in managing Retail outlets


• Demonstrated success in other roles.


• Demonstrated ability to coach and develop a team


• Has People management experience.

Knowledge: 

• Knowledge of Business strategy development


• Working Knowledge of core Commercial Planning process (IMEX, CPM, Battle Plan, Risk & Opps, RiRo, SLOBs).


• Knowledge of Field Sales, Channel and Distributor Management


• Good knowledge of channel structure and opportunities


• PZ Cussons Leadership competencies


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


• Commercial Acumen - Proven Strength


• Customer Management - Proven strength


• Negotiation Skills - Mastery


• In Market Execution - Proven Strength


• Selling Skills - Proven Strength


• Sales Drivers - Mastery


• Channel Strategy - Proven Strength


• Presentation & Communication - Proven Strength


• Leadership Skills - Proven Strength  

Required Behavioural Competences:

• BOLD:  by being open, welcoming and genuine


• TOGETHER:  by pushing for opportunities to learn and grow towards achieving organisational objectives


• BOLD - be courageous to challenge in the right way for the right reasons


• STRIVING:  by planning and organising activities to achieve defined goals


• TOGETHER:  internally and externally to better serve our customers and other stakeholders


• ENERGETIC: by demonstrating drive and resilience to achieving agreed objectives.