• Application Deadline:
• Position: Regional Sales Manager


• Job Type Full Time


• Qualification BA/BSc/HND


• Experience 8 - 10 years


• Location Kano


• Job Field Sales / Marketing / Retail / Business Development 

Reference ID: JR000127

Level: Grade 4

Department: Commercial

Department Strategic Objectives

• Lead in the delivery of customer and field sales business objectives towards the achievement of the overall organization business and growth objectives.

Job Purpose

• Lead the field sales team to deliver agreed business objectives including brilliant execution of sales and channel marketing activities within assigned regions.

Context / Scope

• A key contributor to the success of the PZ Wilmar commercial strategic plan with an effective and flexible field sales force; demonstrating industry leadership in both volume driving and brand building activities

Principal Accountabilities:

• The key outputs of the job


• List in priority order if possible, typically 8-10


• NOT a task list


• 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.

Responsibilities

• Manage the activities of the field sales team in North Region Ensure achievement of agreed business targets/KPIs for the Region (Top line, GM, focused brands, NPD, etc)


• Achievement of the sales drivers objectives for the region Manage the operational budget and expenses of the region


• Ensures our trade investment is deployed to gain full return on our investment.


• Provide input in the development of the overall country field sales/route to market strategy and implement agreed strategy in assigned region


• Actively participate and provide inputs into the commercial plan process, support development and implementation of channel, category and consumer plans to achieve the overall field sales objectives


• Feed into the demand planning process to optimize the quality and accuracy of our business planning process


• Ensure development of careers and coaching of reports in assigned region. Work with other leadership team to identify and develop successive business leaders.

Measurement / Performance Indicators

• Target vis Actual performance (month/yearly) eg (Top line, GM, Focus Brands, NPD, Distribution etc)


• Timely and effective execution of field sales activities


• Quality of Field sales team


• Field sales expenses vs budge


• Quality of implementation of field sales/route to market strategy.


• Coach and development plan implementation.

Reporting Relationships:

• Peer Relationships


• Attach organization chart showing manager and direct reports as well as peers


• Reports to: Head of Sales


• Direct reports are: Area Sales Manager


• Peers are: other Regional Sales Managers

Internal & External Relationships:

• Identify the most significant ones


• Attach a preferred suppliers list if available


• Detail which networks the jobholder will be part of e.g. finance, category


• Heads of  Sales


• Head of Department (Marketing/Supply Chain/Finance/HR)


• Line Mangers (Performance Management, recruitment, induction)


• Key distributor/ Customers


• Government agencies within the region


• PZ Marketing & Sales Network.

Qualifications

• First Degree in any discipline


• Post Graduate Degree will be an added advantage.

Experiences (What experience brings success to this role):

• 8-10 years in sales and over this period has successfully delivered on KPIs


• Experience in either Channel, Customer or field sales Management


• Sales experience in the North for at least 7 years and has a very good understanding of the territory, consumers and their behaviours


• Strong command of Hausa Language


• Demonstrated success in other roles


• Demonstrated ability to coach and develop a team


• Has people management experience.

Knowledge (What does the person need to know):

• 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.

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: Mastery


• Sales Drivers: Mastery


• Channel Strategy: Proven Strength


• Presentation & Communication: Proven Strength


• Leadership Skills: Proven Strength.

Job Context & Special Features:

• Explain any special features or context in which the job operates


• Detail any language or mobility requirements.


• Previous experience of working in a food industry (preferably edible oil sector) would be advantageous.