Modern Trade Manager

Responsibilities:

Account Management & Business Development

• Develop and execute business plans for national and regional key accounts (e.g., Bokku Supermart, Shoprite, Spar, Game, Justrite, Ebeano, Market Square, Prince Ebeano, Addide and other online grocery platforms).
• Negotiate annual joint business plans (JBPs), trading terms, listing fees, and promotional support in line with company commercial policy.
• Lead the acquisition of new modern trade accounts and expansion into new branches of existing accounts.
• Monitor contract compliance, service levels, and ensure timely renewals.

Sales Target Achievement

• Deliver monthly, quarterly, and annual sales targets by volume, value, SKU mix, and profitability.
• Ensure category growth and market share expansion within modern trade through data-driven interventions.
• Drive incremental sales via tailored promotions, secondary placements, and in-store events.

Promotions & Trade Marketing Execution

• Collaborate with Trade Marketing to design and execute in-store promotions, tastings, and activation events.
• Ensure perfect store execution: planogram compliance, shelf space gains, point-of-sale material deployment, and secondary displays.
• Evaluate promotion ROI and recommend improvements.

Category & Shopper Management

• Leverage sales data, retailer POS reports to identify trends, gaps, and opportunities.
• Conduct category reviews with retailers to position cereals as a priority segment and secure favorable planogram positions.
• Influence assortment, pricing, and promotional calendar to align with shopper behavior and competitive landscape.

Operational & Supply Chain Coordination

• Liaise with supply chain for timely replenishment and on-shelf availability.
• Monitor and resolve delivery discrepancies, damages, and out-of-stock situations.
• Ensure compliance with FIFO/FEFO, freshness policies, and product quality standards.

Financial & Administrative Compliance

• Ensure accurate invoicing, credit control, and prompt payment collection from accounts within agreed terms.
• Manage account-level P&L: track rebates, discounts, returns, and promotional deductions.
• Control trade spend within budget and ensure documented ROI.

People Leadership

• Train, coach, and monitor merchandisers, promoters, and account executives on modern trade execution standards.
• Conduct joint calls and store visits to build skills and maintain execution discipline.

Reporting & Market Intelligence

• Provide weekly/monthly sales reports, promo evaluations, competitor tracking, and shopper insights.
• Recommend strategies for pricing, assortment, and innovation based on data and competitor activities.

Requirements:

• BSc/HND in Business Administration, Marketing, or related field (MBA is an advantage).
• 5–7 years of sales experience in FMCG, with at least 3 years in modern trade/key account management.
• Proven success managing national/regional accounts in the cereal, snacks, beverage, or other food categories.
• Strong negotiation and relationship management skills with top-tier retailers.
• Proficiency with MS Office (Excel, PowerPoint, Word) and familiarity with ERP/CRM systems.
• Knowledge of Lagos/Nigerian retail market dynamics and shopper trends.
• Modern Trade Dynamics: Understanding of retailer operations, planograms, JBP structures, and margin structures.
• FMCG Supply Chain Basics: Lead times, order cycles, inventory management, and OSA tracking.
• Promotions Mechanics: Discounts, bundled offers, free-of-charge units, and activation ROI.
• Category Trends: Health/nutrition positioning, family and kids’ segment preferences.
• Digital Retail: E-commerce strategies, online promotions, and last-mile delivery partnerships.
• Results-Oriented: Passionate about delivering targets under competitive pressure.
• Resilient: Navigates retailer bureaucracy, economic shifts, and price wars.
• Analytical Mindset: Fact-based decision-making.
• Customer-Centric: Balances company objectives with retailer needs.
• Integrity & Compliance: Adheres to commercial policies and ethical standards.