Head of Sales

For over 75 years, BIC has been creating ingeniously simple and joyful products that are a part of every heart and home. As a member of our team, you'll be a part of reigniting a beloved brand as we continue to reimagine everyday essentials in new, sustainable and responsible ways.

Our "roll up your sleeves and get the job done" approach to work creates an environment where self-starters, problem solvers and innovative thinkers thrive. BIC team members are empowered to take ownership of their careers and bring their unique perspectives to the table to make a meaningful impact on our mission.

It's a colorful world - make your mark by joining the BIC team today.

Job Summary
Lead Business Development Function:

• Manage, Mentor and support national sales team to drive customer acquisition and ensure consistent volume & distribution growth
• Develop a pool of multi-skilled and high potential candidates for future expansion.
• Consistently analyze the business environment and market trends in the geography of responsibility (Nigeria) to develop the BIC brand penetration and market-share within the assigned geography.
• Sales Performance & Commercial Strategy:
• Achieve target volume and revenue goals through effective sales management and strategic account development.
• Deliver sales operational excellence in Nigeria by category, region, channel and customers through an aligned business plan
• Grow business partnership with the local distributors in the regions to find innovative and efficient ways to expand distribution for BIC products
• Identify and harness business potential and opportunities in new geographies, products, channels and customers.
• Reporting & Analytics:
• Provide regular performance reports to the General Manager, including updates on key business metrics, customer acquisition metrics and long-term growth forecasts.

Functional Role

• Responsible for the growth of LSNL/BIC business in Nigeria
• People Development and capability building
• Develop a business plan for BIC customers in assigned geography

Main Responsibilities / Tasks

• Achieve LSNL/BIC business objective for total country; Sales Target (Volume and Value) and aligned Business Development initiatives
• Develop Business Plan for Nigeria and the Joint Business Plan (JBP) for each customer in the territory.
• JBP: regularly review with the Customers, their performance and contribution in line with Joint Business Review template.
• Develop new sales opportunities within assigned geography (Nigeria).
• Communicate business priorities to customers and ensure realization of Marketing objective in the country.
• Ensure structure and due process in the generation of sales orders and ensure prompt cash collection payment in line with AR objectives.
• Effective liaison between customers with the relevant stakeholders (Finance, Supply Chain, Marketing and Manufacturing) to guarantee volume growth and customer satisfaction.
• Create and manage a database of all customers, Traditional Trade, Corporate and Modern Trade Customers with the relevant personnel
• Ensure price and distribution compliance in the market

Market Intelligence

• Regular field visits to understand and analyse local market trends for each product category (Stationery, Shavers, Lighters, and Other Products)

• Scope of the analysis: Distribution network, Customer analysis, BIC positioning, Competition analysis (price, product, distribution, promotion), Anti-counterfeiting surveillance, etc.

Business Development

• Develop and support local distributors
• Train and support local sales team: product knowledge, field visit
• Respond to and follow up sales enquiries & orders
• Plan and prioritize personal sales activities and customer/prospect contact
• Lead and manage the distributor relationship with Key Accounts
• Follow up implementation of agreed marketing plans in close cooperation with BIC Marketing Manager
• In Market Sales (IMS) analysis

Key Performance Indicators

• Achieve sales targets (volume and value)
• Number of new customers and channel execution in white spot areas
• Frequency of orders and cash collection
• Service level (speed of delivery)
• Strong Numeric and Weighted Distribution and retail coverage (plus new channels)

Requirements:

• Relevant experience in sales and business development functions especially within FMCG sector
  
• Perfect knowledge and use of Microsoft operating system especially Power-Point & Excel
• Business and results oriented with proven communication & negotiation skills
• Proven Commercial Expertise: demonstrated ability to lead and grow business development function with a track record in customer management, relationship building and distribution expansion.
• Strong leadership capabilities with experience managing a team of sales managers, mentoring and driving team performance
• Highly adaptable with the ability to work in a fast-paced, dynamic environment, taking initiative and energizing others.
• Advanced understanding of commercial metrics and business development strategies, with experience in driving distribution & market share growth.

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BIC is an Equal Opportunity Employer. We strongly commit to hiring people with different backgrounds and experiences to help us build better products, make better decisions, and better serve our customers. We do not discriminate based upon race, religion, color, national origin, gender, sexual orientation, veteran status, disability status, or similar characteristics. All employment is decided based on qualifications, merit, and business need.

BIC is not seeking assistance or accepting unsolicited resumes from search firms for this employment opportunity. Regardless of past practice, all resumes submitted by search firms to any team member at BIC via email, or directly to a BIC team member in any form without a valid written search agreement in place for that position will be deemed the sole property of BIC, and no fee will be paid in the event the candidate is hired by BIC as a result of the referral or through other means.

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