Head of Sales / Sales Director at BIC

Job Summary

Lead Business Development Function

• Manage, mentor, and support the national sales team to drive customer acquisition and ensure consistent volume and distribution growth.
• Develop a pool of multi-skilled and high-potential candidates for future expansion.
• Consistently analyze the business environment and market trends in Nigeria to improve BIC brand penetration and market share.

Sales Performance & Commercial Strategy

• Achieve target volume and revenue goals through effective sales management and strategic account development.
• Deliver sales operational excellence across categories, regions, channels, and customers through an aligned business plan.
• Grow business partnerships with local distributors to expand product distribution efficiently.
• Identify and harness new business opportunities across geographies, products, channels, and customers.

Reporting & Analytics

• Provide regular performance reports to the General Manager, including updates on key metrics, customer acquisition data, and long-term growth forecasts.

Functional Role

• Responsible for growth of LSNL/BIC business in Nigeria.
• People development and capability building.
• Develop a business plan for BIC customers in assigned geography.

Main Responsibilities / Tasks

• Achieve country sales targets (volume and value) aligned with Business Development initiatives.
• Develop Nigeria Business Plan and Joint Business Plans (JBP) for each customer.
• Conduct regular JBP reviews with customers using Joint Business Review templates.
• Develop new sales opportunities across Nigeria.
• Communicate business priorities and ensure execution of marketing objectives.
• Ensure structured sales order processing and prompt cash collection in line with AR objectives.
• Act as liaison between customers and internal stakeholders (Finance, Supply Chain, Marketing, Manufacturing).
• Create and manage a customer database covering Traditional Trade, Corporate, and Modern Trade accounts.
• Ensure price compliance and distribution standards within market channels.

Market Intelligence

• Conduct frequent field visits to analyze market trends across product categories including Stationery, Shavers, Lighters, and others.
• Scope of analysis: Distribution networks, customer behavior, brand positioning, competition (pricing, product, promotion, distribution), and anti-counterfeiting surveillance.

Business Development

• Develop and support local distributors.
• Train and support sales teams through product knowledge programs and field engagement.
• Respond to and follow up on sales enquiries and orders.
• Plan and prioritize personal sales activities and customer engagement.
• Lead distributor relationships with key accounts.
• Ensure execution of agreed marketing plans in coordination with the BIC Marketing Manager.
• Conduct In-Market Sales (IMS) analysis.

Key Performance Indicators

• Achievement of sales volume and value targets.
• Acquisition of new customers and channel execution in white-spot areas.
• Order frequency and cash collection performance.
• Service levels including delivery speed.
• Distribution strength — numeric and weighted — plus retail coverage and channel expansion.

Requirements:

• Relevant experience in sales and business development functions especially within the FMCG sector.
• Perfect knowledge and use of Microsoft operating system, especially PowerPoint and Excel.
• Business and results oriented with proven communication and negotiation skills.
• Proven Commercial Expertise: Demonstrated ability to lead and grow business development functions with a track record in customer management, relationship building, and distribution expansion.
• Strong leadership capabilities with experience managing a team of sales managers, mentoring staff, and driving team performance.
• Highly adaptable with the ability to work in a fast-paced, dynamic environment, taking initiative and energizing others.
• Advanced understanding of commercial metrics and business development strategies, including experience driving distribution and market share growth.