B2B/B2G/B2E Sales Manager (Abuja)

Key Responsibilities:

• Build a quarterly account plan for key accounts, which includes clear goals, actions, timeline to achieve this potential.
  
• Identify opportunities for growth in each channel account.
  
• High level account intelligence - understand end users key strategic objectives and challenges with respect to B2E/B2G Universe.
  
• Review any financial and strategic info publicly available.
  
• Review trends in account - competitor analysis (benchmark) – other vendors pricing to the corporates and education sector.
  
• Clearly identify & point to each account, potential value contribution of our brand to their business, translate this into impact on re-seller/end user’s bottom line
  
• Drive implementation of plan with each account & monitor effectiveness at end of each quarter.
  

• Account plan developed and translated into a quarterly business plan which delivers increased profitability in each account in line with agreed targets - 100% achievement.
  
• Weekly monitoring - 100% achievement. 100% capturing of the agreed customer data based including existing and planned.
  
• 100% sales achievement on all LOBs.
  
• Number of new accounts as per agreed target.
  
• 5.Qtr wise growth in B2E and B2G accounts - Minimum 30%.
  
• B2E/B2G contribution to revenue - Minimum 35%.
  

• Achieve sales targets.
  
• Present confirmed forward orders/ forecasts.
  
• Weekly stock management & sell out management (where applicable)
  
• Maximize B2E/B2G product sales in each account
  
• Identify and develop B2E and B2G accounts.
  
• Reach the CXO level officers of these customers and develop good relations with them.
  
• Engage with the CTOS and IT Managers.
  
• Engage with Procurement Managers and other decision making executives.
  
• Inspire and create innovative solutions to drive sales, margin and turnover with Corporate accounts.
  
• Offer product benefits to Corporate and Education customers.
  
• Arrange Trainings for the customers’ staff.
  
• Also work with a Key Distributor as Account Manager.
  

• Target achievement - 100% Secured by start of each quarter
  
• Unit Sales number as well as number of B2E/B2G customers developed - 30% growth
  
• Number of CXO contacts developed during the period - Minimum 20 per qtr
  
• Number of successes with Employee Choice - Minimum 5 per qtr
  
• Overall Evaluation = Satisfactory if targets met
  

• Contact reports
  
• Ensure correct stock holding.
  
• Ensure weekly sell out reports are received
  
• SAMI planning
  
• Manage the admin around existing customers.
  
• Customer service
  
• Sales and Service support
  
• Manage Vendor Registration for various corporate and education customers.
  
• Effective documentation and filing procedures
  
• Managing Debtors and receivables for the corporate and education customers.
  
• Adhere to the various policies and procedures of B2B accounts, including top companies.
  
• Managing online registrations, bidding, filing invoices etc for the B2E and B2G customers.
  
• Work with a Key Distributor as Account Manager to manage the Supply Chain from Principal to Distributor. This involves coordination between Nigeria and South Africa HO on orders, deliveries, service support etc.
  

• Accurate plans in place one month prior to the quarter.
  
• Monthly 95% satisfaction.
  
• 100% compliance on documentation for registration with vendors in a timely manner.
  
• 0%% overdue debts.
  
• 0% bad debts
  

• Minimum of Bachelor's degree or equivalent qualification.
  
• Minimum of 5 years in Account Management/Business Development with a reputable brand.
  
• Proficient in working on ERPs and other business related software.
  
• Negotiation experience, sales experience, analytical ability, managerial skills, presentation skills
  
• Skilled in communicating with stakeholders
  
• Excellent understanding of Excel
  
• Attention to details, good communication skills, passionate, flexible and efficient.