Our Client is a Sales and Distribution company for Food and Non-Food Products, FMCG, with their Headquarters in Nigeria. They are currently looking for a Go-To-Market Manager to join their team to ensure quality and resilience of local sales pipelines by customizing and coordinating execution of global GTM programs, within local context. Responsible for the design, development and execution of local GTM programs.
This position will be based at the Head Office with regular regional travel required, reporting to the BU Head and Director of Global GTM.
Key Responsibilities -
Coach and audit countries regarding implementation, compliance and quality of GTM framework
Lead, drive and embed a data driven Winning Sales Culture, focused on PDCA cycle compliance
Customize and deliver GTM tools and facilitate training programs
Design, track and manage key GTM projects- Mapping, White Space expansion, Sales Efficiency improvement, GTM Distribution Models etc.
Audit line management compliance to guidelines, standards and processes and GTM metrics and tools, thereby impacting on sales management excellence & results
Implement and validate local sales productivity standards through field work and trend analyses, aligned to global standards
Monitor achievement of daily and MTD objectives within productivity standards within country and provide feedback to management where relevant on accuracy & compliance issues
Coach to ensure quality of compliance & execution of the knowledge and skills delivered via training
Ensure that there are cultural habits of teamwork, recognition and reward for exceeding the norm, including sales force incentive schemes aligned to global guidelines
Review and validate BI data integrity and KPI scorecards accuracy through regular interactions and structured drumbeats driving PDCA operational disciplines, to elevate countries’ performance,
Monitor and report on competitor activity (product, price, distribution, promotions) when in the field, to ensure fast and relevant response by management and consistent competitive advantage.
Key Skills
6-8 years of line experience in business and sales management
Sales operations mastery
Leadership capability
•#Proficiency in latest ICT data and analytical programs and applications such as Excel, etc.
Excellent interpersonal, change management and communication skills
Excellent training and presentations skills, including ability to make formal presentations internal and externally
Training proficiency
