Territory Sales Manager (Lagos) at PZ Cussons Nigeria Plc

Job Title: Territory Sales Manager
Job Requisition ID: JR000374
Location: Lagos
Job type: Full time
Level: Grade 6
Report to: Area Sales Manager
Department: Sales/Commercial

Job Purpose
Why does the job exist?

• Work with the Dealers/ sales team to deliver agreed business objectives within assigned territory.

Principal Accountabilities

• The key outputs of the job
• List in priority order if possible, typically 8-10
• NOT a task list
• Any requirement for organizing & planning including own work and the allocation of resources
• Typical decisions made and if they are advisory or directly responsible for the outcome
• Achieve agreed business objectives/KPIs for the territory (Sell in, sell out, Focus Category, NPD listing and promotions)
•  Achieve sales drivers’ 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 distributors’ 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 customers’ 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

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,e, 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.

Internal & External Relationships

• Identify the most significant ones
• Attach a preferred suppliers list if available
• Detail which networks the jobholder will be part of e.g., finance, category
• Zonal Managers
• Marketing/Sales/Channel/Supply Chain/Finance/HR team
• Customers
• Agencies
• PZ Marketing & Sales network

Qualifications

• First Degree in any discipline
• Computer Literacy

Experiences (What experience brings success to this role):

• Must have 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, Skills & Experience Needed:

• List any qualifications required to do the job
• Be specific about the experience needed
• Focus on type of experience not the time served

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:

• Explain any special features or context in which the job operates
• Detail any language or mobility requirements
• Candidate must be willing to work in the Lagos region of Nigeria

Application Closing Date
Not Specified.

How to Apply
Interested and qualified candidates should:
Click here to apply online

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