Job for Sales Manager (Modern Trade) at Graceco Limited

Graceco Limited is a food processing and manufacturing company with specialty in consumer goods and the production of input for bakers and the confectionery industries. Graceco is a leader in confectioneries and bakers’ items. Our success is powered by our world-class team of highly engaged and committed staff. At Graceco you will have the opportunity to thrive in a fast-paced, strategic environment where bold, innovative thinking isn’t just welcomed, it’s encouraged. Across all functions, we relish the opportunity to help our people fulfil their potential. Our rapid expanding business means plenty of opportunities to step into the spotlight and acquire life time experience. We are recruiting to fill the position below: Job Title: Sales Manager (Modern Trade) Location: Lagos Reporting To: ED, Sales & Marketing Requisite Skill & Experience/Qualifications

• HND/B.Sc in number related course such as Business Administration, Economics, Sales/Marketing, etc.
• Minimum of 5 years’ experience in similar position
• Certified member of Institute of Sales and Marketing Management of Nigeria (ISMMN)
• Successful previous experience as a sales representative or sales manager consistently meeting or exceeding targets.
• Proven ability to drive sales process from plan to close.
• Excellent mentoring, coaching and people management skills.
• Committed to continuous education through workshops, seminars, online programs, and conferences.
• Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization.
• Excellent negotiation skills
• Excellent organization and planning skills
• Ability to build and maintain relationships
• Excellent oral and written communication skills
• Superior understanding of the company’s brands and products
• Strong sense of professionalism, integrity, sound judgment and tact
• Ability to maintain confidentiality; protect trade secret
• Proficiency in the use of Selling module on ERP
• Applicant must live Alagbado, Ikeja and Sango Ota axis.

• Order & Receivables Management
• Selling & Distribution Management
• Shoprite Management
• Breakdown monthly revenue target and divide among sales executives, merchandisers and supermarkets
• Develop predictive Daily Route Activity Report (DRAR) for modern trade sales executive in line with achieve monthly targets
• Returns must be less than 1% of sales
• Supermarket shelves must never be empty
• Maintain amicable and product relationships with supermarket managers.
• Set monthly targets for merchandisers based on approved products for modern trade.
• Monitor merchandiser’s performance on a daily, weekly and monthly basis via communication of stock availability, order generation, and returns management.
• Ensure merchandiser achieves 100% of monthly targets and minimum of 1% of returns
• Supermarket shelves must never be empty
• Apply consequence management to merchandisers
• Get market intelligence on competitors and other organizations
• Ensure 100% of approved products for supermarkets are available in supermarkets at all times.
• Work with production to ensure that minimum re-order level quantity for each products in supermarkets is maintained in the store at all times.
• Develop strategy and tactics to towards achievement of monthly revenue
• Designing and implementing strategic sales plan than expands company’s customer base and ensure its strong presence.
• Ensure 100% adherence to DRAR on a daily basis.
• Ensure targets are delivered through people management, performance review, reward and individual recognition.
• Apply consequence management – reward high performers and apply necessary disciplinary action to under-performing executives.
• Review executive’s daily and weekly performance towards monthly target.
• Provide on-the-ground support for sales executives to validate information in DRAR.
• Ensure executive achieve 100% of their monthly targets.
• Work with Logistics Department and Zippy to ensure that 95% orders are delivered before LPO expiration
• Returns must be limited to 1% of monthly sales.
• Properly define payment expectation per store and ensure this is strictly adhered to.
• 80% of receivables from modern trade receivables must be collect within 30 days; 15% within 45 days; and the remaining 5% must be collected within 60 days.
• Perform due diligence to prevent engaging in business with non-credit worthy supermarkets
• Selling and distribution cost cannot exceed 5% of monthly sales revenue
• Returns must not exceed 1% of monthly revenue.
• Work with production to ensure that minimum re-order level quantity for each products in supermarkets is maintained in the store at all times.
• Prepare monthly report analysis on fuel usage, transportation cost, mileage, etc. for management’s review.
• Manage merchandisers in Shoprite
• Master the Shoprite portal, reports and employ in managing Shoprite system
• Ensure prompt payment of receivable at least every 30 days by working with Accounts on reconciliation exercise
• Ensure 100% fulfillment of orders.
• Develop strong relationship with Shoprite personnel in key positions to maximize business
• Reduce involuntary returns to 1% of sales.
• Management Reporting
• Prepare weekly and monthly reports for Sales Director
• Manager Weekly Journey Plan
• Expected Sales vs Actual Sales per Supermarket
• Sales by Product per Supermarket
• Expected Sales Executive Performance vs Actual
• DRAR Compliance Report
• Delivery Report
• Receivables Report – 0-30 Days, 31-45 Days, 46 – 60 Days, >60 Days
• Merchandiser’s Performance – Orders, Returns, etc.
• Returns per Supermarket
• Other reports as requested
• People management; curb lateness and absenteeism among sales reps
• Other tasks as assigned by Management from time to time.