Industrial Sales Manager

IFFCO Group

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IFFCO is a United Arab Emirates-based international group which manufactures and markets a well-integrated range of mass-market food products, related derivatives, intermediaries and services. Our business is broadly segmented as: Impulse Foods, Oils, Fats and Agri Foods.Packaging, Sales and Distribution. Supported by over thirty three manufacturing sites in eleven countries and over twenty offices worldwide; IFFCO has

Job Summary

  • To develop the sales and distribution strategy in conjunction with the CEO and oversee the monthly and annual modern trade/General trade channel sales, thus ensuring that the organization achieves its sales volume, value, outlet coverage and profitability targets.

Position Responsibilities

  • Set and develop the annual and monthly sales plan, Products, Volume and value wise in consonance with strategic objectives of the company
  • To ensure range selling and productivity of sales calls.
  • To administer the credit policy of the company and ensure collections within the Specified credit limits.
  • Establish sales forecasting & strategic plan to ensure sales & profitability of products, lines, services, analyzing business developments &monitoring market trends. Preparation of short & long term sales forecast based on analysis of market potential, competitive activities and economic trends
  • To ensure customer relationships and service levels in term of order fulfillment, merchandising, in shop promos, frequency of service and complaints handling.
  • For feedback & data capturing for new product introduction.
  • To Identify and exploit market opportunities for spikes in sales volumes as also combat competitor activity through appropriately designed sales promotion activity in conjunction with the Marketing team.
  • To periodically review the performance of Area Sales Managers, Key Account Manager, Sales Executives, Sales Representatives, and Merchandisers with the objective of improving performance, analyzing opportunities and building greater result orientation.
  • To ensure adequate pipeline of talent and skills for succession by designing and activating a field force career path and plan in collaboration with Unit HR.
  • Evaluate the financial aspect of product development, such as budget, expenditures, research, development appropriations, return on investment.

Roles & Responsibilities

Strategic:

  • Plan and develop the sales strategy  to enhance the sales portfolio and increase the bottom line
  • Develop annual and monthly product, volume and value wise sales plan in alignment with the sales strategy
  • Oversee development of strong relationships with key clients across GT and MT channels
  • Develop mechanisms and strategies to ensure appropriate sales numbers are met for new product / SKU launches

Operational:

  • Ensure achievement of sales targets, support in developing the sales forecast and design mechanisms to achieve the same
  • Ensure adherence to the budgets for the region and track the return on investments and the rebates on an ongoing basis
  • Manage the route and channel wise profit and loss for the sales operations
  • Analyse MIS data on stocks, consumption patterns, costs and regularly track compliance with the budgets
  • Ensure adherence to the credit policy and follow up with dealers/customers on a regular basis to ensure timely collection of dues in alignment with the credit limit, collection target plan and timelines
  • Develop distribution plans aimed at enhancing reach of distribution (numeric distribution) along with quality of distribution (weighted distribution) and help achieve market share
  • Establish mechanisms for getting the required input & feedback from customers to develop an overall understanding of customer requirements and resolve customer complaints within specified timelines
  • Perform weekly review of the General Trade and Modern Trade businesses and visit the key customers on a frequent basis
  • Lead key customer discussions on the business performance and explore options for further revenue generation from new and existing customers
  • Develop systems for periodic stocktaking from Sales Representatives on sales, stocks/ inventory, consumption patterns, sales accounting and costs to track compliance with budgets
  • Ensure proper accounting for the sales and distribution activities, report the daily numbers to the CEO and prepare regular reports on sales performance for the Board reviews
  • Plan promotional activities in the region in coordination with Marketing Services to improve sales
  • Encourage and reward innovative product promotion, positioning and branding techniques
  • Lead the health and safety initiatives and promote a robust Health and Safety culture at the remote site
  • Periodically review performance of Area Sales Managers, Key Account Manager, Sales Executives, Sales Representatives, and Merchandisers with the objective of improving performance, analysing opportunities and building greater result orientation
  • Identify business development opportunities with a view to increase market share and enhance profitability for the business unit
  • Survey markets for emerging trends, competitor information, market share and manufacturing capabilities and identify new business opportunities to enter into to drive business growth
  • Support the marketing team in creation of brand strategy, improvement of the brand image of the existing products and launch of new brands/products in the markets.
  • Participate in trade shows, industry sales forum events and promotional activities and support the production managers, advertisers and developers in marketing the company services and products

People Management:

  • Allocate work to subordinates, nominate for training as per guidelines, conduct performance reviews and manage leave and overtime to ensure efficiency.

KPIs

  • % adherence to sales targets
  • % adherence to collection targets
  • Days sales outstanding / receivables
  • Bill productivity
  • % reduction in the operating costs
  • Effective coverage
  • Customer satisfaction score
  • % adherence to On-Shelf Availability targets
  • CVFOT

Key Performance Indicators

  • Net Contribution /MT
  • NPD contribution /MT
  • Debtor Days Avg. xx Days
  • Reduce overdue to ZERO
  • Achieve Sales volume of xx MT
  • Accurate forecast – xx Accuracy
  • Setup KPI for each team member
  • Achieve tons /Head xx MT

Position Specifications

Job Requirement:

  • (HDSA) 10-15/(MMSA ) 8 -10 Years of relevant functional experience in reputed Companies, in the relevant Industry/Sector.

Competencies:

  • Commensurate Technical or functional qualification with a Management Degree/Post Graduate Diploma in Business Administration with specialization in Marketing from a reputed Business School.
  • Master's in Business Administration with specialization in General Management from a reputed University is preferred

Work Experience Requirements

  • Minimum 7+ years of Sales & Distribution experience preferably in FMCG industry
  • Knowledge of Arabic and English is a must
  • Experience of working in Middle-East is preferred

Competencies:

  • Change Management
  • Oracle/SAP ERP
  • Consumer Behaviour B2B and B2C
  • Sales and Distribution Strategy Management
  • Building Relationships
  • Ownership and Accountability
  • Conflict Management
  • Strategic Thinking
  • Knowledge of Socio, Geopolitical and Economical Issues
  • Financial Acumen
  • Knowledge of International and/or Local Laws and Regulations
  • Knowledge of Value Chain Management
  • Driving Results
  • Planning & Decision Making
  • Self and Team Management
  • Business Acumen.

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Summary

Company

IFFCO Group

Job Level

Manager (Staff Supervisor/Head of Department)

Location

Lagos

Specialization

Sales/Business Development

Job Type

Full-Time

Minimum Qualification

Degree

Preferred Years of Experience

7 - 10 years