Territory Sales Manager

We are PZ Cussons. Our purpose is For everyone, for life, for good .

Sustainability and the wellbeing of people, families and communities everywhere are at the heart of everything that we do.
Since our founding in 1884, we have been creating products to delight, care for and nourish consumers. Across our core categories of Hygiene, Baby and Beauty, our trusted and well-loved brands include Carex, Cussons Baby, Sanctuary Spa and St. Tropez.

Reporting Relationships:

Zonal Managers/ Key Accounts Manager/ Regional Commercial Manager

Dimensions:

Return on Investment

Customer Satisfaction

Turn Around Time

Strategic Alliances with different institutions

Key Performance Indicators

Target vs. Actual monthly/yearly performance (sell-out, KPIs Timely and quality of execution of trade and marketing

Activities in assigned territory)

Implementation of Territory Coverage Strategy Achievement of Quality, Distribution, Visibility, Price/promotion targets.

Principal Accountabilities:

Achieve agreed business objectives/KPIs for the territory (Sell in, sell out, Focus Category, NPD listing and promotions)

 Achieve sales driversâ objectives for the territory viz (Distribution, Visibility, Price and Promotion)

Managing territories with potential to deliver a minimum of 1B per annum

Plan to deliver customer based and territory based agreed sales (NIV and Category) targets periodically and ensuring a MoM and YoY growth

Analyse and review distributorsâ performance against agreed KPIs

Work with the ZM to develop JBP of customers in assigned territory

Ensure bi-weekly stock taking in other to protect company resources

Tracking of distributor performance payments (including posting and matching), monthly account reconciliation/signing off, repayment plans linked to capability development

Ensure collection of outstanding debt within stipulated time frame and accompanying same with sell-in of depleted SKUs

Adherence to monthly journey plan for customersâ contact and engagement

Ensure compliance to retail operating standards in all showrooms

Organize and coordinate activities of floor sales merchandizers

Implement strict credit control for Key distributors and ensure purchases are done within approved credit limit

Accountable for POS materials and other sales driving materials deployed to territory through monitoring to ensure safe keeping and optimal use

Internal & External Relationships:

Zonal Managers

Marketing/Sales/Channel/Supply Chain/Finance/HR team

Customers

Agencies

PZ Marketing & Sales network

Knowledge, Skills & Experience Needed:

Qualifications:

First Degree in any discipline

Computer Literacy

Experiences: (What experience brings success to this role)

Minimum of 1-2 years experience in marketing or sales, and over this period has successfully delivered on KPIs.

Direct experience of PZ Cussons Way of selling capabilities with a focus on Sales Driver execution at the point of purchase (QDVP), Outlet Segmentation and Managing Relationships including structured call, persuasive selling and brand passion.

Experience in an electrical related company is an added advantage.

Knowledge: (What does the person need to know)

Good knowledge of business objectives and priorities.

Experienced driver with valid license

Knowledge of Field Sales Management and Market Intelligence.

PZ Cussons Leadership competencies- BEST values

Functional or Technical / Business Skills: (What can

the holder do)

Commercial Acumen Emerging

Customer Management Emerging

Negotiation Skills Emerging

In Market Execution Emerging

Selling Skills Emerging

Sales Drivers Emerging

Channel Strategy Emerging

Communication/Interpersonal skills Developed

IT Skills Developed

Job Context & Special Features:

Candidate must be willing to work in the Western region of Nigeria