Territory Sales Manager @PZ Cussons
Job Description
About the Job
We are PZ Cussons, driven by our purpose: For everyone, for life, for good.
Sustainability and the wellbeing of people, families, and communities lie at the core of everything we do. Since 1884, we have been crafting products that delight, care for, and nourish our consumers. Across our key categories of Hygiene, Baby, and Beauty, we proudly offer trusted and beloved brands like Carex, Cussons Baby, Sanctuary Spa, and St. Tropez.
Job Purpose
Collaborate with dealers and the sales team to achieve defined business objectives within an assigned territory.
Reporting Relationships
- Reports to: Zonal Managers, Key Accounts Manager, Regional Commercial Manager
Key Metrics and Responsibilities
Performance Dimensions
- Return on Investment
- Customer Satisfaction
- Turnaround Time
- Strategic Alliances with key institutions
Key Performance Indicators (KPIs)
- Target vs. Actual monthly/yearly performance (Sell-out and KPI tracking)
- Execution of trade and marketing activities in assigned territories
- Implementation of territory coverage strategy
- Achievement of quality distribution, visibility, pricing, and promotional targets
Principal Accountabilities
- Deliver agreed business objectives for the territory, including Sell-in, Sell-out, Focus Category, NPD listing, and promotions.
- Achieve sales drivers’ objectives for distribution, visibility, pricing, and promotion.
- Manage high-potential territories capable of generating a minimum of ₦1 billion annually.
- Plan and deliver territory and customer-based sales targets, ensuring month-on-month (MoM) and year-on-year (YoY) growth.
- Analyze and review distributor performance against agreed KPIs.
- Collaborate with Zonal Managers to develop Joint Business Plans (JBP) for customers.
- Conduct bi-weekly stock audits to safeguard company resources.
- Track distributor performance payments, monthly account reconciliation, and repayment plans tied to capability development.
- Ensure timely debt collection and restocking of depleted SKUs.
- Adhere to monthly journey plans for customer engagement.
- Ensure compliance with retail operating standards in all showrooms.
- Supervise and coordinate the activities of floor sales merchandisers.
- Enforce strict credit controls for key distributors, ensuring purchases remain within approved credit limits.
- Monitor and ensure the safe keeping and optimal use of POS materials and other sales-driving assets.
Internal & External Relationships
- Internal: Zonal Managers, Marketing, Sales, Channel, Supply Chain, Finance, and HR teams.
- External: Customers, Agencies, and PZ Cussons Marketing & Sales network.
Requirements
Experience
- 1–2 years of experience in marketing or sales, with a proven track record of achieving KPIs.
- Familiarity with PZ Cussons’ Way of Selling, including Sales Driver execution, outlet segmentation, structured calls, persuasive selling, and brand passion.
- Experience in an electrical-related company is an advantage.
Knowledge
- Clear understanding of business objectives and priorities.
- Valid driver’s license and driving experience.
- Proficiency in field sales management and market intelligence.
- Alignment with PZ Cussons’ BEST values.
Skills
- Emerging Skills: Commercial Acumen, Customer Management, Negotiation, In-Market Execution, Selling, Sales Drivers, and Channel Strategy.
- Developed Skills: Communication, Interpersonal Relations, and IT proficiency.
Job Context & Special Features
- Must be able to work in a fast-paced and dynamic environment.
- Flexibility in language and mobility requirements as needed for territory operations.
This role offers a unique opportunity to work with a legacy brand, delivering value through innovation and a commitment to excellence. Join us in making a difference!
Source: From Company Career Portal or Other Job Boards
