Sales Operations manager at Mondelez International

You lead a team of field sales representatives/managers to ensure execution of the sales strategy and achievement of annual KPIs and targets.

How you will contribute

You will:

• Manage, develop and motivate the team and work closely with the sales capability team to ensure delivery of training to the team.
• Create and manage an annual business unit plan to deliver agreed channel revenue KPI’s and targets and provide reporting as required.
• Manage winning customer business relationships that facilitate “best in industry” execution of our categories.
• Work closely with key stakeholders including the account team, category, activation team, sales capability and customer finance to provide the optimum return across your region.
• Fully understand category and insights knowledge, coaching the team in the use of category tools to engage and influence customers to make informed decisions that will grow our categories and deliver our annual plan.

What you will bring

A desire to drive your future and accelerate your career and the following experience and knowledge:

• Considerable knowledge of market and routes-to-market in which Mondelēz International performs.
• Experience in sales and managing a team of sales people.
• Strong organizational and analytical skills.
• Excellent communication and interacting skills.
• Solid knowledge of sales and negotiation processes.
• Perseverance and attention to details.

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.

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.

What extra ingredients you will bring:

• Adaptability
• Building an Effective and Successful Team
• Building Strategic Relationships
• Customer Focus

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