Head Sales Development

Job Posting Title: Sales Development Head

Functional Area: Sales & Operations

Department/Product: Olam Caraway

Location: Lagos, Nigeria

Olam Caraway manufactures and markets a range of branded packaged food products to consumers across multiple African markets. Over the last decade the Caraway business has established regional brand and market leadership positions in multiple consumer categories across targeted markets in West Africa. Olam Caraway is present in 6 consumer categories: Tomato Paste, Instant Noodles, Food Ingredients, Biscuits, Confectionery and Beverages.

Overview of Position/Detailed job description:

The Sales Development Head would be responsible to lead the development of Sales & Distribution Strategy for all the 6 Categories & across Regions & Channels of Nigeria. He will also be charged with building competencies on Route-To-Market, Trade & Shopper Marketing, Channel Development, SalesForce KPI effectiveness, Automation and performance score cards.

Tasks/KRAs

Key responsibilities include:

Take ownership and devise sales strategies to drive category volume growths in an extremely competitive, VUCA environment. Partner with sales team to build rigor in monthly volume achievement by Customer, Pack & Channel

Identify Trade insights and develop activation programs to drive shelf share across different channels. Lead the Shopper Marketing agenda in collaboration with Marketing to create an impactful and distinctive brand visibility at point of sale. Track & manage Trade Marketing budget across Categories

Develop & deploy the right ‘Route to Market’ model for the Categories – both short term & long term. Develop RTM with deep channel, customer & category understanding – General Trade, Modern Trade and HORECA

Managing Redistribution: Outlet Mapping, Target Setting, Daily Route Coverage Plans, Beat Plans, PJP, Productivity. Identify route optimization opportunities to reduce cost to serve

Drive improvements in Sales force productivity metrics (Direct Coverage, Effective Coverage, Productivity, Assortment, Time in Market etc)

Distributor Management: Briefing, Order Management, Stock Management, Credit Management, ROI calculations

Oversee reporting systems including DSRs, Retail Cards, Monthly Reporting, Monthly Claims (if any), Damage & Shortage Claims. Devise appropriate checks and balances in the process & reporting formats

Track Competition activities along with pack & price changes across Categories

Develop and implement common sales processes/ systems & tools across categories

Develop & Deploy the ‘Olam Way of Selling’ across category teams:

Ritualize - ‘Day in the life’; ‘One language’

Standardized Sales Call (at various levels)

Lead and deploy field force incentive structure and recognition programs

Act as a Coach and Mentor to Sales Managers and help them realize their full potential

Candidate Profile:

12+ years of work experience in leading Foods & Beverages companies across General Trade and Modern Trade

Must have extensive cross-functional expertise in Sales, Trade Marketing, Route to Market functions

Must have proven expertise in driving growths in competitive categories/ regions

Must have worked across different regions, with exposure to handling metro cities. Should be able to adapt quickly to new cultures and work environment

Should be a self-starter with strong entrepreneurial mindset

Premier Institute MBA preferred