Expires 2 weeks from now
Regional Sales Manager
full-time
Lagos
Share this job
Job Summary
This role ensures products under the beverage portfolio reach consumers through distributors and retail outlets across the assigned states, by directing Area Sales Managers and Area Sales Executives, and by driving key growth programmes across the region.
Job Details
Responsibility Area Key Responsibilities KPIs (Key Performance Indicators) Strategy & Planning - Sets sales targets for the assigned states/region and cascades monthly and daily plans to Area Sales Managers and Area Sales Executives
- Ensures beat plans, new merchant onboarding and sub-dealer/milk-run route coverage are in place across the states managed
- Drives Top Merchant Management and loyalty programmes through the ASM (Area Sales Manager)/ASE (Area Sales Executive) network
- Builds the regional business plan to grow top-line revenueSales revenue per Area Sales Executive; Total sales revenue through distributors/stockists; % increase in key programmes implemented; growth in lines/SKUs (Stock Keeping Units) sold; growth in distributor count; growth in new outlets served; reduction in CSO (Customer Sales Officer)/ASE (Area Sales Executive) attrition; SFA (Sales Force Automation)/DMS (Distributor Management System) adoption % Distributor Management - Maintains strong relationships with local trade unions and associations
- Oversees appointment of Super Stockists and Distributors across the region
- Ensures appointment of new wholesale and retail traders through the ASM (Area Sales Manager) network
- Manages inventory levels held by Super Stockists, Distributors and retail outlets
- Ensures ASMs (Area Sales Managers)/ASEs (Area Sales Executives) adhere to beat plans, product mix and daily sales targets, and provides daily sales tracking to MIS (Management Information System)/National Sales ManagerDistributor ROI (Return on Investment) %; distributor stock-out incidents; inventory turn at distributor/retail level; adherence to beat plan Project & Trade Marketing Management - Supports distributors in realising ROI (Return on Investment) and settling claims promptly
- Guides the ASM (Area Sales Manager) team to deliver against regional targets
- Reports competitor activity and market performance to the National Sales Manager monthly
- Drives implementation of trade schemes and trade marketing plans across the regionClaims settlement TAT (Turnaround Time); scheme implementation compliance; competitor intelligence reporting timeliness Technology, Process & Execution - Guides ASMs (Area Sales Managers)/ASEs (Area Sales Executives) through joint field visits to improve execution
- Ensures data reports reach Regional MIS (Management Information System), Trade Marketing and Sales Capability teams on schedule
- Drives field force hiring, distribution network build-up and BTL (Below The Line) plan execution
- Plans new product launches and ensures effective roll-out
- Drives adoption of digital tools (SFA (Sales Force Automation)/DMS (Distributor Management System)) for POS (Point of Sale) execution and trade marketing measurementJFV (Joint Field Visit) frequency vs. plan; SFA (Sales Force Automation)/DMS (Distributor Management System) adoption %; launch execution timeliness People Development - Reviews ASM (Area Sales Manager)/ASE (Area Sales Executive) performance regularly and coaches for improved sales delivery
- Ensures schemes and trade marketing plans are well understood at ASE level
- Ensures the right talent is hired at ASE/ASM level and cascades sales training programmesTeam attrition %; training completion rate; ASM (Area Sales Manager)/ASE (Area Sales Executive) productivity 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 Managers MIS (Management Information System) Executive
Regional Trade Marketing Manager
Sales Capability ManagerHRBP (Human Resource Business Partner)
Regional Finance Manager
Regional Supply Chain ManagerSuper Distributors/Stockists
Wholesale/Retail Outlet Owners
Distributor Sales Reps
Local Trade Associations/Unions
Requirements
Education Qualifications - Bachelor's degree from a recognised Nigerian or international university; postgraduate qualification in Marketing/Business preferred for candidates from leading institutions
- Candidates from top-tier business schools: 7+ years FMCG (Fast-Moving Consumer Goods) experience; mid-tier institutions: 10+ years; other institutions: 15+ 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 a Regional/Zonal 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.
