Region Manager – Ghana, Togo,Bein, Niger, IVC
Job Description
The objective of this role is to develop and implement effective sales & commercial strategies that will
contribute and thereby deliver the company’s sales objectives. The role will be leading the nationwide
sales, customer, distributors and sales team members to achieve their respective objectives.
The phase 1 – first 100 days – expectation is to
- Understand what the Brand is about & ways of working.
- Understand the brand in the markets you work on – channel, category, consumer, competition
- Develop bond with the respective distributors and understand ways of working.
- Ensure completion of the RTM in IVC with clear milestones and deliverables.
- Ensure revenue and volume objectives are met & ensure key KPI’s are delivered lead by IMS
reporting.
Phase 2 expectation is to
- Proactively build plans forward including forecasting, demand creation, gap identification to help
build secondary and tertiary sales. - Stakeholder management – upwards and lateral – Brand owner, Distributor, market
relationships. - Start to build the smaller and new markets around in the West led by the French speaking
markets where today Sunmark does not play a big role in.
Peer relationship.
Internal contacts: This role works very closely and continuously with the Manager who leads this
brand in these markets.
External contacts: The incumbent works with the assigned market’s distributors and their
marketing/trade marketing teams. There will also be direct relationship with the brand principal.
- Volume & Revenue
- Contribute to the delivery of country/category revenue, volume and trade promotion budgets.
- Provide effective analyses to support category plan development.
- Tracking and reporting category results.
- Tracking and reporting New Product Development (NPD) performance.
- Assist in the identification of new category opportunities.
- Identifying potential gaps, communicating those gaps and recommending possible solutions.
Scope the projects from end to end
- Planning
- Assist in the sales planning process and actively support participation in the company planning
process. - Provide effective data and analyses to formulate category plans.
- Providing data to support resource allocation of trade promotion budgets.
- Plan the right market organisation structure now and long term thereby establishing a strong
foundation for the business to grow.
- Trade Fund Management
- Provide data for the formulation of promotional plans by category.
- Evaluate effectiveness of promotional plan and recommend promotional strategies to improve
effectiveness. - Track results against budgets.
- Assist in the optimisation of trade spend efficiencies
(b) Experience
Minimum 10 years sales experience with a FMCG company.
Possess working knowledge of retail and consumer industry. Required Preferred
Ability to work autonomously in an unstructured environment.
Willingness to create plans, rules, processes if needed pro
actively as enablers.
Required Preferred
Trade marketing and distributor management experience is
required and experience in supply chain/marketing/business
development will be an added advantage for this role.
Required Preferred
Strong communication skills in English (oral and written) and
French (Oral) is mandatory. ability to converse/communicate in
regional national language and dialects are an advantage.
Required Preferred
Strong with presentation and analysis tools, including Microsoft
Office Excel and PowerPoint. Required Preferred
(c) Skills/Leadership Competencies
Interpersonal skills and networking capability, work with
multiple departments internal and external Required Preferred
Ability to organize and prioritize – multi country work Required Preferred
Work around hurdles, Willingness to adapt to solve issues and
think on your feet – high complexity of developing markets
business.
Required Preferred
Keen eye for efficiency/needs to keep things simple in complex
markets. Required Preferred
Bias for action – not wait but make things happen. Required Preferred