Sales Operations manager

at  Mondelz International

Job Description

WHAT YOU NEED TO KNOW ABOUT THIS POSITION:

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.

EDUCATION / CERTIFICATIONS:

• B.SC/HND in a relevant discipline.
• 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:

• Strategic Planning
• Influencing
• Coaching
• Negotiation
• Field Sales/Supply

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.
• 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 optimise 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.
• 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.

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