Are you a dynamic and visionary sales leader ready to elevate your career with a global powerhouse? Mondelez International, the name behind some of Nigeria's most cherished brands like Cadbury Bournvita, TomTom, and Trebor Buttermint, invites you to join their vibrant team as a Sales Operations Manager. This is more than a job; it's an opportunity to shape the future of sales strategies for beloved products that touch millions of lives daily.
Mondelez International stands as a global snacks leader, and within Nigeria, Cadbury Nigeria PLC holds a unique position with indigenous shareholders, blending global scale with local heritage. As a Sales Operations Manager, you will be at the forefront of driving performance, fostering talent, and optimizing sales processes across a specific discipline or geography.
What Awaits You: Your Impact as a Sales Operations Manager
This pivotal role demands an energetic leader who can guide regional sales managers and sales representatives to not just meet, but exceed performance targets. Your alignment with core sales strategy will be crucial in maximizing revenues, volume, and market share growth for both established core and exciting local categories. Through dedicated coaching and mentorship, you will empower the senior sales team, building their capabilities and nurturing future leaders.
How You Will Contribute:
- Deliver unparalleled point-of-sales management, ensuring our brands shine where it matters most.
- Guarantee excellence in in-store activities, optimizing distribution, promotions, and shelving strategies.
- Lead crucial trade negotiations and strategically optimize trade spending at the point of sale.
- Oversee strategic key account management for assigned critical accounts.
- Champion the sharing of best practices across the organization, covering field sales force organization, sales tool enhancements, hot zone activation, and impulse buying strategies.
What You Will Bring: Your Expertise and Drive
Mondelez International is looking for individuals driven by ambition and a desire to make a tangible impact. If you possess the following, you're on the right path:
- Strong leadership and people management experience, ideally honed within the FMCG/CPG sector, encompassing sales, key account management, brand management, and field sales force management.
- In-depth knowledge of the country's trade environment and a firm grasp of commercial leverages.
- Well-developed communication and negotiation skills, essential for influencing stakeholders and driving successful outcomes.
Diving Deeper into This Dynamic Role
The Sales Operations Manager is instrumental in charting the strategic agenda for National sales. You will define robust Route-to-Market (RTM) plans, drive sales development and capability, identify crucial sales efficiencies, and implement cutting-edge sales automation. Your accountability will span both short-term gains and long-term strategic sales efficiencies, providing vital support to the field sales force.
Strategic Responsibilities:
As a key business partner to field sales management, you will collaborate closely with the Sales Director/Sales Lead to ignite and deliver profitable sales growth. This role demands a profound understanding of sales fundamentals, sharp commercial acumen, and the ability to design and execute futuristic RTM models, developing necessary capabilities including automation.
- Develop and build highly effective Sales & Distribution capabilities to ensure the sales team consistently achieves annual Sales volume & value objectives for Nigeria.
- Ensure business plans and operating practices align with Mondelez International / BIC practices for Customer Management.
- Actualize Sales growth strategies by providing tailored selling tools for channel objectives within the operating environment.
- Structure the Sales Organization for optimal growth, encompassing business processes, approaches, and clear roles & responsibilities.
- Facilitate the development of Sales & Distribution capabilities through effective liaison with key functions.
- Design and implement robust processes and systems to track, analyze, and interpret Sales data for effective business decisions.
Operational Responsibilities:
- Collaborate with the Field Sales team to drive sales efficiencies and RTM plans, achieving distribution goals.
- Coordinate between national & divisional teams to roll out national programs, drawing support as needed.
- Monitor sales operation’s KPIs, coach underperforming members, provide feedback to managers, and revisit strategies.
- Execute CBP health check programs to ensure customer satisfaction aligned with Mondelez ways of working.
- Implement national programs to meet distribution goals.
- Support and maintain smooth van operations, focusing on optimization, maintenance, and operating efficiency.
- Execute national plans for quality urban expansion and rural sub-distributor appointments to cover white spaces.
- Conduct route rides with SDMs/DSRs to improve input KPIs such as attendance, LPB, and strike rate.
- Drive technology adoption in both urban & rural market governance, offering coaching and issue resolution.
- Build strong working relationships with field sales and HO teams to ensure focus on urban & rural sales ops plans.
- Work with sales capability to ensure strong performance, improve field sales coverage, and build a talent pipeline.
- Actively participate in the recruitment and training of Sales Development Managers (SDMs).
- Develop comprehensive training & development programs to support Sales growth objectives.
- Develop performance standards for Sales roles aligned with local & global standards.
- Conduct performance reviews and implement recognition programs to celebrate successes.
- Deliver Best Practice sharing models and communication plans across the organization, locally and internationally.
- Drive the expansion of Sales & Distribution coverage with supporting processes and infrastructure (distributor assessment, SFA, Geo-mapping, etc.).
- Be the custodian of quality and compliance for all processes and programs, reporting key operational metrics.
- Provide the vital link between the CS&L team and the Sales Operation team.
People Leadership Responsibilities:
- Own the functional capability development for the sales team.
- Optimally structure the sales team to drive RTM objectives and achieve business goals.
- Coach and develop direct reports, fostering high performance and future-focused capabilities.
Processes Involved:
- Develop and execute the Route-to-Market SO&P for the country, establishing efficient sales & distribution best practices.
- Develop and implement the Sales Capability roadmap, including recruitment, training, mentoring, and global best practice sharing.
- Ownership of the sales compliance process and sales forecasting for demand and sales planning.
- Ownership of IS tools and processes to support and drive sales efficiency and profitable growth.
- Ensure sales welfare and adequate support for efficient field sales operations.
Key Performance Indicators (KPIs)
Your success will be measured by:
- Ensuring the sales team is equipped and guided to deliver Annual Sales Growth objectives.
- Consistently providing timely and accurate sales reporting and analysis to Commercial Leadership Team (CLT) and WALT.
- Successful implementation of Training & Development Plans.
- Establishing an organizational structure with the required skills, knowledge, and competency to meet strategic sales objectives.
- Efficient and consistent performance to targets across ALL Right Stores (RS) and Perfect Stores (PS) KPIs, including 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, and Speed to Shelf.
Qualifications and Requirements
- Education / Certifications: Minimum of B.SC/HND.
- Experience: 8 to 10 years' field sales experience. Management of a field sales team at a divisional/Regional level is a significant advantage.
Job-Specific 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 & sustaining the performance of others, Managing interactions with others. Key Leadership and Functional Competencies include Strategic Partner and Development, Business & Financial Acumen.
This is an exceptional opportunity to join a globally recognized company and drive significant impact in a dynamic market. If you are a results-oriented leader with a passion for sales excellence and team development, Mondelez International welcomes your application.
Method of Application:
Interested and qualified? Go to Mondelez International on wd3.myworkdaysite.com to apply