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Regional Sales Manager – North Region at PZ Cussons

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.

Job Purpose

Why does the job exist?

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

Reporting Relationships:

Peer Relationships
Attach organization chart showing manager and direct reports as well as peers
Reports to Head of Sales
Direct reports are Area Sales Manager
Peers are other Regional Sales Managers

Context / Scope

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

Principal Accountabilities

The key outputs of the job
List in priority order if possible, typically 8-10
NOT a task list
Any requirement for organizing & planning including own work and the allocation of resources
Typical decisions made and if they are advisory or directly responsible for the outcome
Manage the activities of the field sales team in North Region Ensure achievement of agreed business targets/KPIs for the Region (Top line, GM, focused brands, NPD, etc) Achievement of the sales drivers objectives for the region Manage the operational budget and expenses of the region Ensures our trade investment is deployed to gain full return on our investment.
Provide input in the development of the overall country field sales/route to market strategy and implement agreed strategy in assigned region Actively participate and provide inputs into the commercial plan process, support development and implementation of channel, category and consumer plans to achieve the overall field sales objectives Feed into the demand planning process to optimize the quality and accuracy of our business planning process Ensure development of careers and coaching of reports in assigned region. Work with other leadership team to identify and develop successive business leaders

Measurement/Performance Indicators

Target vis Actual performance (month/yearly) eg (Top line, GM, Focus Brands, NPD, Distribution etc)
Timely and effective execution of field sales activities
Quality of Field sales team
Field sales expenses vs budge
Quality of implementation of field sales/route to market strategy
Coach and development plan implementation

Internal & External Relationships:

Identify the most significant ones
Attach a preferred suppliers list if available
Detail which networks the jobholder will be part of e.g. finance, category
Heads of Sales
Head of Department (Marketing/Supply Chain/Finance/HR)
Line Mangers (Performance Management, recruitment, induction)
Key distributor/ Customers
Government agencies within the region
PZ Marketing & Sales Network

See-Channel Sales Manager – Golden Outlets at PZ Cussons

Qualifications

First Degree in any discipline
Post Graduate degree will be an added advantage

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

8-10 years in sales and over this period has successfully delivered on KPIs
Experience in either Channel, Customer or field sales Management
Sales experience in the North for at least 7 years and has a very good understanding of the territory, consumers and their behaviours
Strong command of Hausa Language
Demonstrated success in other roles
Demonstrated ability to coach and develop a team
Has people management experience

Knowledge, Skills & Experience Needed:

List any qualifications required to do the job
Be specific about the experience needed
Focus on type of experience not the time served

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

Knowledge of Business strategy development
Working knowledge of core commercial planning

Process (IMEX, CPM, Battle Plan, Risk & Opps, RiRo, SLOBS):

Knowledge of Field Sales, Channel and Distributor Management
Good knowledge of channel structure and opportunities

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

Sales Drivers – Mastery
Channel Strategy – Proven Strength
Presentation & Communication – Proven Strength
Leadership Skills – Proven Strength
Commercial Acumen – Proven Strength
Customer Management – Proven Strength
Negotiation Skills – Mastery
In Market Execution – Proven Strength
Selling skills – Mastery

Job Context & Special Features:

Explain any special features or context in which the job operates
Detail any language or mobility requirements
Previous experience of working in a food industry (preferably edible oil sector) would be advantageous.