Expires 3 weeks from now
Assistant Manager - Trade Development, Lagos
Sales Operations & Process Optimization
full-time
Lagos,
Lagos
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Job Summary
To drive trade development and sales growth across assigned territories through effective management of Key Distributors (KDs), route-to-market execution, market expansion initiatives, and retail channel development. The role is responsible for enhancing distributor capability, strengthening retail presence, optimizing redistribution activities, and ensuring sustainable revenue growth through effective sales team leadership and trade excellence.
Job Details
Trade Development & Sales Growth
- Develop and execute territory trade development strategies aligned with business objectives and sales growth targets.
- Drive the achievement of sales volume, value, distribution, and market share objectives across assigned territories.
- Identify and capitalize on market opportunities to expand product availability, visibility, and penetration.
- Lead market expansion initiatives through effective route-to-market deployment and territory optimization.
- Monitor and drive execution of commercial priorities, promotional activities, and trade programs.
Key Distributor Management
- Manage and develop relationships with Key Distributors (KDs) to ensure effective market coverage and sales performance.
- Develop, implement, and monitor Joint Business Plans (JBPs) with distributors to achieve agreed commercial objectives.
- Conduct regular business reviews with distributors to assess performance, identify gaps, and implement improvement initiatives.
- Monitor distributor stock levels, inventory management practices, and service delivery standards.
- Drive distributor capability development to strengthen route-to-market effectiveness.
Redistribution & Route-to-Market Excellence
- Lead direct-to-retail redistribution activities through effective management of van sales and open market sales operations.
- Ensure compliance with approved Route-to-Market (RTM) strategies and Standard Operating Procedures (SOPs).
- Monitor route productivity, outlet coverage, and sales call effectiveness to maximize sales opportunities.
- Ensure effective utilization of sales automation tools and systems to improve field productivity and reporting accuracy.
- Expand and optimize sub-distributor networks to improve market penetration and service levels.
Team Leadership & Capability Development
- Lead, coach, and develop Sales Development Officers (SDOs) and Trade Development teams to achieve superior performance.
- Conduct regular field coaching sessions to strengthen selling skills, trade execution, and customer engagement.
- Support succession planning and capability development initiatives within the sales team.
- Foster a high-performance culture through continuous performance management and employee engagement.
Market Intelligence & Business Insights
- Monitor competitor activities, pricing strategies, promotions, and market developments.
- Analyze sales performance trends and market intelligence to identify risks and opportunities.
- Provide actionable recommendations to improve sales performance, market coverage, and customer engagement.
- Prepare and present periodic performance reports and business reviews to management.
Trade Execution & Customer Relationship Management
- Build and maintain strong relationships with distributors, wholesalers, retailers, and key trade partners.
- Ensure consistent execution of merchandising standards, visibility initiatives, and retail activation programs.
- Resolve trade-related issues promptly to maintain customer satisfaction and business continuity.
- Ensure compliance with company policies, commercial standards, and regulatory requirements.
Requirements
Education
Minimum Requirement
- Bachelor's degree/ HND in business administration, Marketing, Sales Management, Economics, or a related discipline.
Added Advantage
- MBA or postgraduate qualification in Sales, Marketing, Business Administration, or Commercial Management.
Experience
Minimum Requirement
- Minimum of five (5) years of progressive sales and trade development experience within a reputable FMCG organization.
- Proven experience in distributor management, route-to-market execution, and field sales leadership.
Added Advantage
- Experience managing large Key Distributor networks across multiple territories.
- Exposure to direct-to-retail redistribution, van sales operations, and open market channel management.
- Demonstrated success in delivering revenue growth and market expansion initiatives.
