Overview

Olam Agri is a market-leading, differentiated food, feed, and fibre agri-business with a global origination footprint, processing capabilities, and deep understanding of market needs built over 33 years. With a strong presence in high-growth emerging markets and products across grains & oilseeds, animal feed & protein, rice, edible oils, speciality grains & seeds, cotton, wood products, rubber and commodity financial services.

Olam Agri is at the heart of global food and agri-trade flows, with more than 40 million MT in volume traded annually. Focused on transforming food, feed and fibre for a more sustainable future, it aims at creating value for customers, enabling farming communities to prosper sustainably, and striving for a food-secure future.

Job Position: General Manager – National Category Manager, Sales
Location: Iganmu, Lagos

Job Description

  1. National Category Manager heads Sales (GM Sales) and Trade Marketing for the Beverages category for Nigeria, covering all channels.
  2. The incumbent would be responsible for developing the category sales strategies, undertaking channel development and coaching & leading the Beverages sales team to achieve the sales AOP plans & KPIs.
  3. The incumbent will be based in Lagos and will lead a dedicated Beverages team of Regional Managers, Assistant RSMs, ASMs & SOs. This role reports to the Vice President – Sales, Nigeria.

Job Deliverables

  1. Develop sales strategies for the Nigeria Beverages category by identifying trade insights and growth opportunities to drive incremental volume growth. Contribute to Annual Operating Plan (AOP) exercise development by identifying medium to long-term growth pillars to position Olam to gain share in a competitive and ambiguous environment
  2. Undertake complete ownership of Beverages’ monthly sales plan achievement (Volume, Distribution and Secondary KPIs) for all channels of Nigeria. Oversee Van operations with the help of the National Fleet Manager and identify ways to drive the effectiveness of Van capacity utilisation
  3. Develop a robust trade promotion plan via a nuanced approach of brand, pack, channel and geography strategy and cascade to regional teams with granular plans & milestones. Monitor and drive the plan execution through robust weekly reviews with regional teams
  4. Collaborate with Marketing to roll out Shopper interventions and Trade Activation plans to dial up Visibility, Shelf share and Tertiary sales
  5. Continually evaluate and optimise the Beverages GTM by developing deep channel, customer & category understanding via trade visits
  6. Effectively utilise the Trade Spend budget to achieve category goals. Oversee monthly reconciliation and timely trade payout settlements by liaising with Finance
  7. Continually monitor and strengthen commercial hygiene of sales reporting, trade claims, and asset tracking
  8. Establish and embed a daily Sales Ops rhythm with the help of Sales Enablers and Performance scorecards. Leverage Sales Analyst to drive reporting Systems, including DSRs, Retail cards, Activation trackers, Monthly reporting, Trade claims, Damage & Shortage claims
  9. Monitor the Category redistribution aspects regularly (Outlet Mapping, Coverage, Attendance, PJP Compliance, Bill Productivity) and identify plans to strengthen our distribution
  10. Oversee Distributor Management policies and identify ways to improve efficiency on Order Management, Stock Management, Credit Management and Profitability. Build rapport with top distributors across Nigeria and continually engage with them to identify & translate emerging trends into sales plans
  11. Lead & coach the field sales team members through in-market presence and role-model Olam values. Work with the National Capability Lead to identify ongoing capability development needs of the Beverages category team and embed regular training & up-skilling to improve effectiveness. Lead the annual Sales DC (Development Centre) exercise to build a talent pipeline
  12. In charge of Field-force Sales Incentive plans and R&R programs

Requirements

  1. Tier 1 Premier Institute MBA preferred.
  2. Minimum of 12+ years of work experience in leading a food & Beverages company.
  3. Preference would be given to those who have demonstrated experience, in part or in full, of the Beverages industry
  4. Candidate with extensive experience in Sales, Trade Marketing, and/or Route to Market & Sales Capability Development across multiple geographies/ cities
  5. Must have experience in designing & implementing Trade Activation programs and demonstrated experience in rolling out initiatives to win share in competitive markets.

How to Apply
Interested and qualified candidates should:
Click here to apply online

Tagged as: Administrative, Sales

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