Associate BDM Lubumbashi

JOB DESCRIPTION

1-Main Responsibilities / Tasks

è Business Development

• RTM Implementation of the local distributors
• Distribution network and route to market analysis
• SFA metrics delivery Coverage, Strike rate, Basket Size per outlet
• Channel and product portfolio analysis to ensure that we have the right mix per channel
• Ensure excellence in market execution with focus SKUS / per Outlet type
• BIC focus optimisation from Distributor end
• Work closely with the Business Analyst and SFA support to deliver accurate Secondary Sales Report and Optimise Sales Route Plans

• Develop and support local distributors

-     Train and support local sales team: product knowledge, field visit

-     Ensure optimum Sales Forecast accuracy by implementing 3+3 Order Processing that is 3 months firmed   orders and 3 months forecast

-     Lead and manage the distributor relationship with Key Accounts

-     Follow up implementation of agreed marketing plans in close cooperation with BIC West and Central Africa  Marketing Team

• Account receivable

• Collection of sales to ensure no overdue
• On time management of all the credit notes
• Ensure accuracy of all trade support and trade expenses reimbursement

• Identify business opportunities

-      Distribution channels growth opportunities

-      Product mix penetration per outlet

-      Marketing actions (POSM, promotion…) through optimisation of shelve space and visibility at point of purchase

è Market Intelligence

• Regular field visits to understand and analyse local market trends for each BIC product category in the area of responsibility (Lubumbashi and Surroundings Towns) in order to develop the BIC brand penetration and market-share
• Scope of the analysis:

• BIC positioning in the region
• Competitive Price Matrix  analysis
• New Product Launch

• Anti-counterfeiting surveillance through reports submission

2- Key Performance Indicators / Key Figures

• Achieve Net Sales Objective of the region
• Achieve SFA Metrics tracking Coverage, Strike Rate, Basket Size
• Accuracy, frequency and quality of market data reporting
• Forecast Accuracy of the Distributor
• SWOT analysis of local distributors
• Local marketing plan implementation and follow up
• Proactive solutions provider to develop the business and protect BIC interest

3-Candidate Profile: Qualifications / Technical Skills

R= Required                D = Desired

Simple Criteria

• R - At least 3-5 years in a Sales Management or BDM role in FMCG or relevant consumer goods industry in Congo but preferably in Lubumbashi.
• R - Perfect knowledge of Microsoft operating system especially Power-Point & Excel
• D - Some trade marketing experience would be beneficial
• D-  Fluent in English

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 - Good business acumen (understanding of our business model involving different stakeholders from brand to distributors to retailers/trade to consumers)
• D - Capacity to deal with much reporting and meet tight deadlines
• D - Analytic, accurate and quick interpretation of figures

 Personal skills:

• R - A self-starter, working under their own initiative... and a completer/finisher
• R - Ability to analyze and provide clear recommendations
• R - Build strong relationships with both key external and internal customers
• R - Entrepreneurial and startup mentality
• R - Energy and passion for achievement of own commitments and delivering company objectives
• D - Be able to influence and persuade others to take a specific course of action
• D - Special talent at managing & motivating multi-cultural sales teams

4-Previous / Professional Experience

• Minimum 3 to 5 years of experience in sales & marketing of FMCG or relevant consumer goods industry in Congo but preferably in Lubumbashi.

5-Additional Information

• Business degree / diploma or similar, advanced degree preferred
• Valid driving license     
• No direct people management.
• Speaks fluent French and English. Knowledge of local language(s) a plus.
• Ready to travel intensively within the assigned territory and work on the field (70% of the time)
• International mobility a plus

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.