Sales Development Head

Date: 7 Nov 2024

Country: Nigeria

Function: Not Applicable

Sub-Function: Not Applicable

About Us

Olam International is a leading food and agri-business supplying food, ingredients, feed and fibre to over 19,800 customers worldwide. Our value chain spans over 60 countries and includes farming, processing and distribution operations, as well as a sourcing network of 4.8 million farmers. Through our purpose to 'Re-imagine Global Agriculture and Food Systems', Olam aims to address the many challenges involved in meeting the needs of a growing global population, while achieving positive impact for farming communities, our planet and all our stakeholders. Headquartered and listed in Singapore, Olam currently ranks among the top 30 largest primary listed companies in terms of market capitalisation on SGX-ST.

Product Information

Packaged Foods

Olam PFB manufactures and markets a range of branded packaged food products to consumers across multiple African markets. Over the last decade, the PFB business has established regional brand and market leadership positions in multiple consumer categories across targeted markets in West Africa. Packaged Foods Business portfolio currently counts eight key brands that are marketed to more than ten South and West African markets. Our R&D teams, working closely with marketing, have helped us surprise and delight our consumers through differentiated and innovative products. The consumer categories we are present in West Africa include Tomato Paste, Instant Noodles, Instant Beverages, Biscuits, Confectioneries, Edible Oil, Pasta, and Dairy.

Job Description

The Sales Development Head would be responsible to lead the development of Sales & Distribution Strategy for all the 6 Categories & across Regions & Channels of Nigeria. He will also be charged with building competencies on Route-To-Market, Trade & Shopper Marketing, Channel Development, SalesForce KPI effectiveness, Automation and performance score cards.

Key Deliverables

Take ownership and devise sales strategies to drive category volume growths in an extremely competitive, VUCA environment. Partner with sales team to build rigor in monthly volume achievement by Customer, Pack & Channel
Identify Trade insights and develop activation programs to drive shelf share across different channels. Lead the Shopper Marketing agenda in collaboration with Marketing to create an impactful and distinctive brand visibility at point of sale. Track & manage Trade Marketing budget across Categories
Develop & deploy the right ‘Route to Market’ model for the Categories – both short term & long term. Develop RTM with deep channel, customer & category understanding – General Trade, Modern Trade and HORECA
Managing Redistribution: Outlet Mapping, Target Setting, Daily Route Coverage Plans, Beat Plans, PJP, Productivity. Identify route optimization opportunities to reduce cost to serve
Drive improvements in Sales force productivity metrics (Direct Coverage, Effective Coverage, Productivity, Assortment, Time in Market etc)
Distributor Management: Briefing, Order Management, Stock Management, Credit Management, ROI calculations
Oversee reporting systems including DSRs, Retail Cards, Monthly Reporting, Monthly Claims (if any), Damage & Shortage Claims. Devise appropriate checks and balances in the process & reporting formats
Track Competition activities along with pack & price changes across Categories
Develop and implement common sales processes/ systems & tools across categories
Develop & Deploy the ‘Olam Way of Selling’ across category teams:
Ritualize - ‘Day in the life’; ‘One language’
Standardized Sales Call (at various levels)
Lead and deploy field force incentive structure and recognition programs
Act as a Coach and Mentor to Sales Managers and help them realize their full potential

Requirements

12+ years of work experience in leading Foods & Beverages companies across General Trade and Modern Trade
Must have extensive cross-functional expertise in Sales, Trade Marketing, Route to Market functions
Must have proven expertise in driving growths in competitive categories/ regions
Must have worked across different regions, with exposure to handling metro cities. Should be able to adapt quickly to new cultures and work environment
Should be a self-starter with strong entrepreneurial mindset
Premier Institute MBA preferred

Olam is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, nationality, disability, protected veteran status, sexual orientation, gender identity, gender expression, genetic information, or any other characteristic protected by law.

Applicants are requested to complete all required steps in the application process including providing a resume/CV in order to be considered for open roles.