Expires 2 weeks from now
Area Sales Manager
full-time
Lagos
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Job Summary
This role ensures products reach consumers through distributors and retail outlets in the assigned cluster, by directing Area Sales Executives and driving day-to-day execution of the sales process.
Job Details
Responsibility Area Key Responsibilities KPIs (Key Performance Indicators) Sales Planning - Ensures monthly and daily planning of Area Sales Executives on territory coverage and products to be sold
- Ensures beat plans in the cluster along with new merchant opening and sub-dealer appointment
- Drives execution of Top Merchant Management and loyalty programmes through ASEs (Area Sales Executives)
- Builds the business plan for the assigned cluster to grow top-line revenueSales revenue through distributors/stockists; growth in lines/SKUs (Stock Keeping Units) sold; growth in distributor count; growth in new outlets served; reduction in CSO (Customer Sales Officer) attrition Distributor Management & Review - Oversees appointment of Super Stockist and Distributor for the cluster
- Ensures appointment of new wholesale and retail traders through ASEs (Area Sales Executives)
- Manages inventory levels held by distributors and retail outlets
- Ensures ASEs adhere to beat plans, product mix and daily sales targets, with daily tracking to MIS (Management Information System)/Sales ManagerDistributor stock availability; adherence to beat plan; inventory turn Project & Trade Marketing - Supports distributors in realising ROI (Return on Investment) and settling claims
- Guides the ASE (Area Sales Executive) team to deliver desired results
- Reports competitor activity and geography performance monthly
- Ensures implementation of trade schemes and marketing plans in the assigned geographyClaims settlement TAT (Turnaround Time); scheme implementation compliance Processes & People Development - Ensures ASEs (Area Sales Executives) attend daily gate meetings to align on priorities
- Guides ASEs through joint field work to improve execution
- Ensures adequate merchandising at key outlets and timely data reporting
- Reviews ASE (Area Sales Executive) performance regularly, ensures the right talent is hired, and cascades sales trainingJFV (Joint Field Visit) frequency; merchandising compliance; ASE (Area Sales Executive) productivity; team attrition % OPERATING NETWORK
Key interactions which are essential to execute the role, both internal and externalDirect Reportees Within the Function Outside the Function External Interface Area Sales Executives MIS (Management Information System) Executive
Regional Trade Marketing Manager
Sales Capability ManagerHRBP (Human Resource Business Partner)
Regional Finance Manager
Regional Customer Service ManagerStockists
Wholesale/Retail Outlet Owners
Distributor Sales Persons
Local Trade Associations
Requirements
Education Qualifications - Bachelor's degree from a recognized Nigerian university; postgraduate qualification in Marketing preferred
- Candidates from top-tier institutions: 3-5 years FMCG (Fast-Moving Consumer Goods) experience; mid-tier: 6-10 years; other institutions: 10+ years
- Completion of NYSC (National Youth Service Corps) (National Youth Service Corps)
- Valid driver's licence requiredExperience - Multi-organisation FMCG (Fast-Moving Consumer Goods) experience, ideally across two to three organisations with a multi-product portfolio
- Currently an Area Sales Manager, or has held this role in a Current-Minus-One organisation, with at least 3 years' experience in the geography applied forFunctional Competencies - Thorough understanding of the business
- Strong planning ability
- Process management
- Analytical thinking
- Data interpretation
- Strong market working knowledgeBehavioural Competencies - Negotiation prowess
- Attention to detail
- Business acumen
- Drive for results
- Coaching and mentoring
Benefits
- Make an impact: Work in an environment where individual ideas and contributions are valued.
- Own your growth: Benefit from a culture that emphasizes continuous learning and gives people room to shape their professional journey.
- Think entrepreneurially: Join a culture rooted in entrepreneurial drive, diversity and innovation.
- Build real commercial capability: TGI’s commercial talent development approach emphasizes hands-on market experience and exposure to sales operations and channels.
- Bring your experience to something new: TGI’s experienced-hire proposition explicitly encourages professionals to use their existing skills and experience in new areas of opportunity.
