Sales Director / Head of Sales at BIC Nigeria

Job Title: Sales Director / Head of Sales
Location: Lagos
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About BIC Nigeria

BIC® products are known and appreciated all over the world for their quality, their affordability and ease of use. The ballpoint pen, the pocket lighter, the one-piece shaver are all part of the daily lives of millions of consumers. These products make BIC® one of the best known international brands, present in 3.2 million retail outlets, in more than 160 countries. As we explore the tremendous opportunities ahead, we have a need for dedicated and dynamic employees to help build our team.

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.