B2B/B2G/B2E Sales Manager

B2B/B2G/B2E Sales Manager

B2B/B2G/B2E Sales Manager

• Job Type Full Time
• Qualification BA/BSc/HND
• Experience 5 years
• Location Abuja
• Job Field Sales and Business Development

Key Responsibilities

• Business Development

• 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.

• Specific Key Performance Measurement/Indicators

• 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%.

• Sales Management

• 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.

• Specific Key Performance Measurement/Indicators

• 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

• Administration & Stock Planning

• 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.

• Specific Key Performance Measurement/Indicators

• 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

Job Requirements

• 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.

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