Role Purpose
The Head of Sales Nigeria is a member of the Nigeria Management Team and is responsible for the sales performance, across all channels, for Nigeria.
The National Sales Leader drives the overall country's sales objectives, whilst supervising, fine-tuning and monitoring in market execution.
He/she coordinates and influences the activities of the National distributor and Sub distributors and takes pro-active initiatives to seize every opportunity to increase sales in accordance with the companies' policies and strategies.
Own Country Sales Delivery: Achieve Nigeria's volume, value, and profitability targets within budget, timelines, and company policies across all channels and regions.
Sales Strategy & Execution: Develop, implement, and monitor country-specific sales strategies and operational plans in alignment with brand, category, and customer strategies.
Distributor & Network Management: Lead, influence, and optimize performance of national and sub-distributors, ensuring efficient stock management, order cycles, claims handling, and adherence to agreed KPIs.
Business Development & Market Expansion: Identify and drive new business opportunities, expand trade channels, and strengthen market presence to grow the scope of operations.
Trade Marketing & Promotions: Plan, negotiate, and execute annual and monthly promotional calendars, consumer activations, and in-store initiatives; evaluate effectiveness and optimize future programs.
Route-to-Market : Develop and continuously refine route-to-market strategies, ensuring competitive advantage and strong execution across all touchpoints.
Financial Governance & Forecasting: Manage budgets, pricing policies, distributor margins, and pay-for-performance models; support accurate sales forecasting and financial compliance.
Performance Monitoring & Reporting: Track IMS, stock levels, distribution, and KPIs by channel/customer; deliver timely, accurate reports, insights, and action plans.
In-Store & Execution Excellence: Ensure best-in-class merchandising, visibility, speed-to-shelf for launches, and consistent execution standards using data-driven insights and technology.
Leadership, Capability Building & Stakeholder Management: Lead, coach, and develop high-performing sales teams; collaborate cross-functionally (marketing, supply chain, finance) and manage key external stakeholders to drive business success.
Your Profile
A minimum of 12 years' relevant experience with at least 3 years at senior Sales Leadership level leading a Sales/Commercial team in FMCG environment in Nigeria.
Hands-on experience in the development of route-to-market strategies in Nigeria.
Strong operational knowledge and experience of working distributors and key accounts.
Strong understanding of in-store operations and Sales excellence
Highly developed negotiation and strategy development skills
People management capabilities.
Business + Entrepreneurial acumen/Financial Skills
Business Management Skills /Joint Business Planning.