Zonal Sales Manager

PZ Cussons is a dynamic consumer products group and innovator of some of the world's best known and loved brands. Calling on over 130 years of expertise, we operate internationally in carefully selected developed and emerging markets that present the greatest strategic potential for future growth. Our world-class supply chain and distribution networks enable us to meet our global consumer needs and deliver quality brands that add value and enhance everyday lives.

We are recruiting to fill the position below:

Job Position: Zonal Sales Manager

Job ID: JR002521

Job Location: Benin, Edo

Employment type: Full Time

Responsible to: Regional Commercial Manager

Responsible for: CSM, OM, Neighborhood, Golden Outlets & SSF

Job Purpose

• Lead the field sales team and Customers to deliver agreed business objectives including brilliant execution of sales and channel marketing activities within assigned zone

Context / Scope

• A key contributor to the success of the PZ Cussons commercial strategic plan with an effective and flexible field sales force; demonstrating industry leadership in both volume driving & brand building activity.

Key Accountabilities

• Manage the activities of the field sales team in assigned zone
• Achieve agreed business targets/KPIs for the area (Top line, GM, Focus Brands, NPD, Tradex, POP deployment etc.)
• Achieve sales drivers (QDVP) objectives for the zone
• Manage sell-out of Customers in the zone
• Recruitment of customers, development and delivery of Joint Business Plans with key customers in assigned area.
• Develop and ensure implementation of outlet coverage strategy for the area
• Implement agreed Route to market strategy in assigned zone
• Ensure brilliant and successful execution of all Promotional/launch/agencies activities in the area and timely delivery of relevant reports.
• Identifies training needs of team, works with RCM, Capability Development Manager and HR to build Sales capability and ensure a talent pipeline.
• Feeds into the demand process to optimise the quality, accuracy and clarity of inputs.
• Provide market intelligence report in assigned area

Measurement / Performance Indicators

• Achieve weighted distribution targets
• Sell out target vs. Actual monthly/yearly performance (volume/value, QDVP, KPIs and timely execution of the activities)
• Coverage strategy and implementation
• Coaching and development plan implementation

Knowledge, Skills & Experience Needed

Qualifications:

• First Degree in any discipline
• Computer literacy (MS Word, Excel, PowerPoint)

Experiences: (What experience brings success to this role):

• Minimum of 3 years of experience in marketing or sales, and over this period has successfully delivered on KPIs.
• Demonstrated ability to coach and develop people
• Field Sales management experience

Knowledge: (What does the person need to know):

• Good knowledge of business objectives and priorities.
• Working Knowledge of core Commercial Planning process (IMEX, CPM, Battle Plan, Risk & Opps, RiRo, SLOBs).
• Knowledge of Field Sales, Channel or Distributor Management
• PZ Cussons Leadership competencies

Functional or Technical / Business Skills: (What can the holder do):

• Commercial Acumen - Developed
• Customer Management - Developed
• Negotiation Skills - Developed
• In Market Execution - Developed
• Selling Skills - Proven Strength
• Sales Drivers - Proven Strength
• Channel Strategy - Developed
• Presentation & Communication - Proven Strength.

Internal & External Relationships:

• Regional Commercial Manager
• Marketing/Sales/Channel/Supply Chain/Finance/HR team
• Line Managers (Performance Management, recruitment, induction)
• Key Distributors/Customers
• Government agencies within Zone
• PZ Marketing & Sales network