Regional Head of Sales, North

Job Introduction

Adexen was mandated by an international organisation to recruit an experienced Regional Head of Sales, North for its operations in Nigeria. The position is based in Gombe State.

Responsibilities

• Responsible for the implementation of the Group’s Sales Strategy in the Northern Region in order to consistently optimize the Business’s commercial performance.
• Implement the Group sales strategy for the entire Region: sales, pricing, advertising, brand & product management, promotions, special events, market research, product & service pricing, competitive analysis and ultimately increasing revenue generation for the organisation.
• This is a customer based segment with focus in satisfying the distribution and re-distribution of the Group product range in trade with an eye on improving cost to serve.
• Develop territory action plans for coverage area as well as enforcing the execution of the necessary key actions required for the successful achievement
• Manage and improve the distribution channels of the existing go to market plan in addition to championing any identified improvements.
• Responsible for the management of distributors and the retail trade.
• Responsible for the implementation of Route to Market strategy and the execution of Trade marketing activities in the assigned territories.
• Responsible for managing the Sales Managers to deliver regional and cluster objectives
• Responsible for review and approval of the bottom-up sales plan in alignment with the top-down volume strategy.
• Should aim at satisfying the demand of general purpose distribution and redistribution in trade.
• Build relationships in the channels through planned regular field visits and problem solving, thus maintaining brand and customer loyalty.
• Ensure that the ROI of the channels remain attractive for sustained patronage.
• Responsible for target volume achievement, pricing and margin management. He would be required to track prices and volumes under their responsibility using Daily Volume and MBI. These should be big focus areas in the light of strong competitive activities.
• Assign monthly, quarterly and yearly customer visit targets to the  team, run the visit tracker reports to monitor performance and carry out the coaching visit with the team members.
• Review and approve Offers to customers with eyesight on margin and bottom line objectives
• Ensure regular customer engagement by field sales staff with a view to meeting and surpassing customer expectations.
• Influence customer buying decision through regular meetings and customer forums, which will allow for information flow.
• Carry out regular retail mapping as may be agreed by the Country Sales Director to align and realign territories for efficient customer coverage and management.
• Jointly responsible for developing customer loyalty programme that will be sustainable at the various channel levels including team motivation schemes.
• Responsible for market intelligence gathering and reporting
• Ensure standards for quality, customers’ service and safety are met.
• Responsible for improved affinity and sustained partnership between Group and dealers, ensuring retail endorsement for the products, thus “turning them to brand ambassadors”
• To engage dealers/retailers in order to build strong brand image and gain their support in terms of improved product availability & visibility.
• Drive process adherence in the use of the CRM tools and ERP
• Develop expertise and insight in the dynamics of market across the Region, focus on, competitor, end-user, and customer knowledge in order to develop market insight

Desired Skills and Experience

• Bachelor's degree from a recognised university
• MBA will be a plus
• Minimum of 15 years working experience in a similar senior management role within an international Manufacturing / FMCG group
• Excellent understanding of approaches/ methodology for business strategy articulation, monitoring and implementation; sales & marketing planning, and business performance analysis
• Extensive experience in managing a large sales team
• Customer relationships focused
• Leadership and people management skills
• Excellent negotiation and relationship management skills

We thank all applicants however only those selected will be contacted.