Sales Operations Manager at Mondelez… · Lagos

Sales Operations Manager Location: Lagos, Nigeria Job Description Are You Ready to Make It Happen at Mondelēz International? Join our Mission to Lead the Future of Snacking. Make It With Pride. You are an energetic leader that drives the team of regional sales managers and sales representatives across a specific discipline or geography to deliver and exceed on performance targets. You will align with the sales and core strategy to maximize revenues, volume and share growth for core and local categories. Through coaching and guidance, you enable the senior sales team to build capability. How you will contribute You will: Deliver excellent point-of-sales management Ensure excellence in in-store activities execution and optimization (distribution, promotion, shelving) Lead trade negotiation and optimize trade spending at point of sale Lead strategic key account management of assigned key accounts Share best practices around field sales force organization, sales tools improvement, hot zone activation and impulse What you will bring A desire to drive your future and accelerate your career and the following experience and knowledge: Strong leadership and people management experience gained within FMCG/CPG (sales, key account management, brand management, field sales force management) preferred In depth knowledge of country trade environment and commercial leverages Well-developed skills in communication and negotiation More about this role What you need to know about this position: This incumbent is responsible for driving the strategic agenda for National sales and defines the RTM plans, sales development, and capability, identify sales efficiencies, implement sales automation and be accountable for the short and long-term sales efficiencies and field sales force support. What extra ingredients you will bring: Strategic Responsibilities: The position is a key business partner to field sales management and works closely with the Sales Director/Sales Lead to drive and deliver the strategic and profitable sales growth agenda for the company. The role demands a deep understanding of sales fundamentals, a high degree of commercial acumen and ability to design and execute various futuristic RTM models, develop necessary capabilities including automation to drive business. Develop and build effective & efficient Sales & Distribution capabilities within the Sales organization to ensure that the sales team delivers annual Sales volume & value objectives for Nigeria. Responsible for ensuring the business plans & operating practices are in line with Customer Management Principles of Mondelez International / BIC practices. Ensures the actualization of Sales growth strategies via the provision of right selling tools tailored to the delivery of channel objectives within the operating environment. Structure the Sales Organization for growth (to include Business process, approach, and roles & responsibilities) Facilitate the development of Sales & Distribution capabilities through effective liaison and engagement with key functions. Design and implement processes and systems to track, analyze and interpret Sales data for effective business decisions. Operational Responsibilities: Work with Field Sales team to demonstrate & drive sales efficiencies, RTM plans to achieve distribution goals. Coordination between the national & divisional teams to download national programs. Draw support from national team from time to time to execute the program. Follow-up on sales operation’s KPIs, work with the below average performers, coach, give feedback to his manager & revisit. Execution of CBP health check programs to deliver customer satisfaction aligned to the Mondelez ways of working. Execution of national programmes to deliver distribution goals. Execute, support & maintain smooth van operations - optimization, maintenance, operating efficiency, throughputs. Execute national plan for quality urban expansion & rural sub distributor appointment to cover white spaces. Route ride with SDMs/DSRs to improve input KPIs like attendance, LPB, strike rate etc. to deliver required output. Execute technology adoption in both urban & rural market governance, efficiency, coach, solve issue etc. Build strong working relationships with field sales team/HO team to ensure focus on urban & rural sales ops plans. Work with sales capability for the organization to ensure strong performance, improve field sales coverage and produce bench for future roles. Participate actively in the recruitment and training of the Sales Development Managers, SDMs Develop training & development programmes to support the Sales growth objectives. Develop performance standards for the Sales roles against local & global standards. Conduct performance reviews and implement achievement recognition programmes to profile successes. Deliver Best Practice sharing models and communication plan across the organization, locally and internationally. Drive for the expansion of Sales & Distribution coverage with supporting processes and infra-structure to optimize coverage (inclusive of distributor assessment and management, SFA, Geo-mapping, etc.) Be the custodian of quality and compliance on all processes and programs. Evaluate and report key operational metrics to various internal users and segment managers. Provide the link between the CS&L team and the sales Operation team. People Leadership Responsibilities: Own the people capability (functional capability) for the sales team. Optimally structure the sales team to drive the RTM objectives and ensure achievement of business. Coach and develop direct reports to ensure high levels of performance and the development of future-focused capability. Processes Involved: Develop and execute the route to market SO&P for the country including processes to facilitate the establishment of efficient sales & distribution best practices and define sales & distribution coverage requirements. Develop and implement the Sales Capability roadmap programme across regions, including recruitment, training and development, sales mentoring, programmes to share learning from Global Best Practice and cross state/regional practices. Ownership of the sales compliance process and sales forecasting to drive demand and sales planning. Ownership of IS tools and processes to support and drive sales efficiency and profitable growth. Sales Welfare and adequate support for efficient delivery of the field sales operations objectives and goals Key performance Indicators KPIs: Ensure sales team is equipped and guided to deliver Annual Sales Growth objectives for total business. Consistently provide timely and accurate sales reporting and analysis to Commercial Leadership Team, CLT and WALT Implementation of Training & Development Plan (% on track or completed) Establish organization structure with the required skills, knowledge, and competency to deliver against the strategic sales objectives. Efficient and consistent performance to targets on ALL Right Stores RS and Perfect Stores PS KPIS – Strike rate, Drop size, Active coverage, MSL Compliance (TT & MT), Shelf Share, # Displays, % Prime Zones, # Hot Zones, HZ Share/Space, # Brands/Hot Zone, Revenue/SKU, Speed to Shelf Education / Certifications: - Minimum of B.SC/HND - 8 to 10 years' Sales (field) experience. Management of a field sales team at a divisional/Regional level will be an added advantage Job specific requirements: - Technical and Professional Skills: - Strategic Planning Influencing Coaching Negotiation Field Sales / Supply Chain - Key Competencies: - Adaptability Building an Effective and Successful Team Building Strategic Relationships Customer Focus Drive for Results Innovation Communicating effectively Demonstrating self-confidence Exerting personal influence Planning & Organizing Enhancing & sustain the performance of others. Managing interactions with others Key Leadership and Functional Competency Strategic Partner and Development Business & Financial Acumen Travel requirements: - As required Work schedule: No Relocation support available Business Unit Summary Mondelēz International’s Sub Saharan Africa Business Unit is made up of three key focus areas namely Southern Africa, West Africa and the Rest of Africa Markets.The Business Unit is home to approximately 1000 Makers and Bakers who strive to bring only the best quality and loved brands to our consumers. Mondelēz International in Sub Saharan Africa is proud to house global legacy brands including Cadbury Dairy Milk, Oreo, Halls and Bournvita, together with local jewels such as Cadbury LunchBar, Chappies, TomTom and Dentyne.The Business Unit’s Markets have consistently been awarded Top Employer certification, and has been recognised as a Top Employer in Africa. Mondelēz International is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation or preference, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. Job Type Regular Sales Operations Sales