Vice President - Sales - FMCG

Sales Strategy:

• Develop key growth pillars and sales strategies for the Category by mapping opportunities at Geography, Channel & Price-point level, and crystallize them into an actionable Annual Operating Plan (AOP) for the sales team.

• Work with the Regional Managers to identify State and LGA-specific nuances and initiatives to drive disproportionate sales growth in key geographies.

Primary & Secondary Sales KPIs:

• Undertake complete ownership of Biscuits & Confectionary monthly sales plan achievement (Primary and Secondary Volumes, Distribution and Secondary KPIs) across all channels of Nigeria.

• Drive daily sales rhythm on distributor collections, invoicing and team working.

• Oversee Van operations and identify ways to drive effectiveness of Van capacity utilization.

Trade Marketing:

• Development and execution of monthly trade promotion initiatives aimed at driving primary and secondary offtakes targeted at Category wholesalers, Open market semi-wholesalers and Neighborhood stores.

• Monitor and drive the execution for these initiatives through robust weekly reviews with regional teams.

• Effectively utilize the Trade Spends budget to achieve category goals.

• Oversee monthly reconciliation and timely trade payout settlements by liaising with Finance.

Distributor Management:

• Design targeted programs to drive counter sales from top distributors.

• Engage with the top distributors across Nigeria through field visits to identify & translate emerging trends into sales plans.

• Oversee Distributor Management processes and identify ways to improve efficiency on Order Taking, Inventory Management, Range Availability and Supply/Delivery.

Sales Processes:

• Embed a daily Sales Ops rhythm with the help of Sales Enablers and Performance score cards.

• Leverage Sales Analyst to drive reporting Systems including DSRs, Caraway Compass and HHD usage, Activation trackers, Monthly reporting, Trade claims, Damage & Shortage claims.

• Continually monitor and strengthen commercial hygiene of sales reporting, trade claims, asset tracking.

RTM Development:

• Continually evaluate and optimize the Biscuits & Confectionary RTM by developing deep channel, customer & category understanding via trade visits.

• Monitor the Category redistribution aspects on a regular basis (Outlet Mapping, Coverage, Attendance, PJP Compliance, Bill Productivity) and identify plans to strengthen our distribution.

Team Management:

• Lead & coach the field sales team members through in-market presence and role-model Olam values.

• Work with Sales Development Head and HRBP-Sales to identify capability development needs of the Biscuits & Confectionary category team and embed regular training & up-skilling to improve effectiveness.

• Lead the Sales DC (Development Center) and Assessment Center exercise to build talent pipeline.

• Responsible for design and implementation of Sales Incentive plan.

Cross-functional Collaboration:

• Liaise regularly with Plant team to ensure stock availability across SKUs and update production plans to incorporate changes in any SKU demand patterns.

• Engage with the Logistics team to resolve any supply issues and implement interventions to improve distributor turn-around time.

• Attend the monthly SNOP meetings and contribute by undertaking the SKU-wise Forecast preparation in coordination with the Demand Planner.

• Collaborate with Marketing to roll-out Shopper interventions and Consumer Activation plans to dial-up Visibility, Shelf share and Tertiary sales on key focus products.