Head Of Sales & Distribution

Responsibilties:

Build Bioharb's Offline Route-to-Market Strategy:

• Develop the complete route-to-market strategy for Bioharb across pharmacies, wellness/health stores, supermarkets Relevant modern trade, wholesaler distributors, and other appropriate retail channels.

Build the Field-Sales Organisation:

• Design the appropriate structure covering National → Regional → Area/Territory → Field Sales Executives → Merchandising, as scale requires.
• Define territory sizes, headcount requirements, reporting lines, daily call expectations and supervisory ratios.
• Participate directly in recruiting, assessing and training the first field-sales team.

Build the Distribution Network:

• Identify, evaluate, appoint and manage qualified distributors and wholesalers.
• Establish clear distributor territories, volume expectations, margin payment terms, inventory requirements, reorder expectations, service levels, and performance standards.
  
• Drive Outlet Penetration
• Build a measurable outlet universe. total target outlets → outlets visited → outlets activated → outlets ordering → outlets reordering → revenue → stock availability.

Build Sales Intelligence:

• Work with the sales operations & intelligence function to establish dashboards covering
• Territory performance FSE productivity, distributor performance, outlet activation, reorder rates, revenue/outlet revenue/ FSE SKU movement stock-outs Inventory ageing returns collections forecasting.

Develop National Expansion:

• Start with priority markets and build a data-driven roadmap for expansion across Nigeria.
• Expansion should follow proven unit economics and market evidence rather than simply hiring representatives in every state.

Requirements:

• 5–7+ years of relevant sales/distribution experience. 
• Minimum of 3–5 years in a senior field sales, regional sales, national sales or distribution leadership position.
• Proven experience managing a meaningful field-sales organisation across multiple territories/states.
• Strong knowledge of the Nigerian retail and distribution environment.
• Experience working with pharmacies, distributors, wholesalers, supermarkets, health/wellness outlets or similar channels.
• Evidence of having expanded physical distribution, not merely maintained an inherited network.
• Experience managing Regional/Area/Territory Managers and Field Sales Representatives/Executives.
• Strong understanding of primary sales, secondary sales and sell-through.
• Experience with distributor appointment, management and performance evaluation.