Job Vacancies in a Fast Moving Consumer Goods (FMCG) Company

Job Title: Modern Trade Manager

Location: Lagos
Industry: FMCG

Objectives

• Shall lead and manage sales target in Modern Trade with profitability and accomplish the company’s growth plan by successfully implementing company sales strategies, executing promotions & Displays as per plan in the assigned channels/ accounts.
• Shall report market /competitor intelligence and recommend Operational improvements to the Top Management.

Responsibilities

• Lead and Manage the Team of Key Account Sales Executives, Merchandisers, etc. to achieve business objectives.
• Drive all Trade Negotiations, Secure Share of Shelf in line with Brand Expectations and Ensure full implementation of all Trading agreements.
• Monitor and Review effectiveness of all Trade Activations, Coverage and Trade Service Levels.
• Sales Forecast to be prepared based on Market Activity Plans and Review on a monthly basis.
• Prepare Account Specific business development plans. Allocate Trade Investments Budgets and ensure utilization as per guidelines.
• Identify Key Opportunities in assigned Channel and create customer-specific action plans. Example Shelving Improvements, Location, etc.
• Ensure Implementation of Sales Fundamentals as per Brand Objectives.
• Conduct quarterly Business Reviews with the top customers and develop Business Plan.
• Negotiate and finalize new product listing, price changes, promotion selling and displays in the outlets.
• Monitor Competitor activities and implement Tactical activities to counter the same.
• Provide Coaching for Key Account Executives by regular field contacts and provide written feedback for development.
• Encourage superior sales performance through monthly and quarterly incentive plans
• Train Key Account Executives on product knowledge, customer management, route planning, and collections.
• Review effectiveness of Coverage and journey plans and update the same periodically.
• Ensure that the volume and value targets allocated for the assigned channel are achieved.
• Manage Collections from all Credit Customers, Evaluate Credit limits and recommend changes of any based on customer performance and payment history.
• Authorize Sales Representative’s orders, agreed FOC’s, damaged goods uplifts and customer discounts.
• Ensure the team is fully aware of their roles, responsibilities and monthly priorities
• Ensure the team is adhering to work timings, daily report submissions and professional approach to all customers.
• Manage the Annual Leave Plans for the team and ensure continuity of coverage and service to the customers.

Requirements

• HND / University Degree with a strong track record
• Minimum 5 years experience in FMCG modern trade in Lagos and at least 2 years leading teams & key accounts
• Proven leadership qualities, communication, planning & analytical skills
• Communication Skill (Written & Spoken/English)
• Planning & Analytical Skills
• Negotiation Skills
• Presentation Skills
• Excel & PowerPoint Skills
• Relational Skills
• Developing Others Skills
• Management & tracking of KPI’s on customer/sales data