Sales Director WACA

JOB SUMMARY

The Sales Director  is responsible for developing and organizing BIC business in WACA in line with BIC objectives. He will have to deliver a fully integrated Sales Strategy for the business across his region. He will also have to:

• Work in partnership with the local distributors to find innovative and efficient ways to develop the BIC business. 
• oversee the sales team and drive profitable revenue growth for these product lines.
• develop sales strategies, manage distributor, and retail relationships, and ensure that sales and profit targets are met or exceeded.
• collaborate with cross-functional teams to optimize market presence and meet customer demands. 

        1- MAIN RESPONSIBILITIES / TASKS

• Formulate &/or adapt WACA sales strategic policies within their clusters in line with Operating Plans
• Achieve their OP’s IMS targets
• Manage their cluster OPEX in relation with budgeted OP’s limits
• Ensure that sales process is closed (customer payment terms are met on time and accounts receivable targets are met with no overdue)
• Develop and execute comprehensive sales plans for stationery, lighters, and shaver’s products
• Lead, mentor, and manage a sales team, setting clear objectives and providing guidance
• Establish and maintain strong relationships with distributors, retailers, and key accounts
• Negotiate and finalize agreements with distributors and retailers to expand market reach
• Analyze market trends and consumer preferences to adapt sales strategies accordingly
• Manage data-driven pricing strategies to maximize BIC’s profit

2- Key Performance Indicators / Key Figures

• In-Market Sales / Net Sales Performance
• Gross Profit and Market contribution
• DSO / Cash collection
• Spent vs Budgeted
• Pricing ahead of inflation
• Achieve Numerical Distribution / Market Share / Visibility targets.
• Number of proposed & implemented actions and results.
• Sales forecast accuracy in relation to the 3-month firm forecasts
• Team engagement.
• People development

3- QUALIFICATIONS

Knowledge, Skills, Competencies

R= Required              D= Desired

SIMPLE CRITERIA

• R- Minimum 3 to 5 years of experience in sales of FMCG or related industry in Ivory Coast  (Cluster experience is a plus)
• R- B2C experience is preferred
• D- Fuent in English and French
• R- Proficient in the use of MS Office including intermediate/advanced Word, Excel, and PowerPoint
• R- Cross-Cultural team management experience

COMPLEX CRITERIA

Professional skills:

• R- Business and results-oriented with proven negotiation skills 
• R- Be able to identify new sales opportunities (new customers, new segments) 
• R- Hard-working, rigorous, well organized, and able to work autonomously. 
• R- Capacity to deal with much reporting and administrative work 
• R- Analytic, accurate, and quick interpretation of figures 

• R- Business Strategy:

1. Develops a mid and long-term vision and rallies the various actors (local teams, regional teams, and agencies)
2. Develops sales objectives, strategies and plans, encourages, and assists the team with prioritization and alternative scenario planning.
3. Optimise ROI
4. Works with the Finance team to optimize the P&L

• R- Consumer understanding: Developing consumer understanding and integrating it in projects.
• R- Communication: Communication strategy: building the communication strategy with an integrated approach.
• R- Promotion: coordinating the promotional approach.

Personal skills:

• R- Ability to influence and persuade others to take a specific course of action. 
• R- Ability to analyze and provide clear recommendations. 
• R- Energy and passion for achievement of own commitments and delivering company objectives. 
• R- Build strong relationships with key customers and internal customers within the organization. 
• R- Special talent at managing & motivating multi-cultural sales team. 

        4- Additional Information

• Business degree / diploma or similar, advanced degree preferred.                                                                                
• Ready to travel intensively within the country and internationally as needed

BIC World is an Equal Opportunity Employer. We strongly commit to hiring people with different backgrounds and experiences to help us build better products, make better decisions, and better serve our customers. We do not discriminate based upon race, religion, color, national origin, gender, sexual orientation, veteran status, disability status, or similar characteristics. All employment is decided based on qualifications, merit, and business need.

BIC World is not seeking assistance or accepting unsolicited resumes from search firms for this employment opportunity. Regardless of past practice, all resumes submitted by search firms to any team member at BIC via email, or directly to a BIC team member in any form without a valid written search agreement in place for that position will be deemed the sole property of BIC, and no fee will be paid in the event the candidate is hired by BIC as a result of the referral or through other means.