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Oando Nigeria recruiting Commercial Branch Manager
Oando Marketing’s Retail department requires suitable qualified Internal candidates to fill the under listed position nationwide.
Job Title: Commercial Branch Manager
JOB SUMMARY COMMERCIAL BRANCH MANAGER
Reporting to the Commercial Sales Manager the Commercial Branch Manager is responsible for relationship management, marketing, sales, customer account management in the Branch, in executing Oando’s sales and marketing strategies, plans and targets. The role is responsible for first line selling of all Oando’s products to assigned commercial customers and for the prompt collection of cash while ensuring each customer remains within approved credit terms/TAR limits.
In addition, the Commercial Branch Manager is responsible for ensuring the continued profitability and growth of business from each customer account managed.
SPECIFIC DUTIES & RESPONSIBILITIES
Customer Relationship Management
Proactively build, maintain and manage customer accounts and relationships to facilitate a growing and sustainable customer base (including walk-in customers, referred customers and self generated leads/own identified customers).
Ensure a comprehensive and up-to-date database of information on all existing customer relationships/prospects is maintained at all times.
Achieve revenue/volume and margin targets through aggressive customer acquisition, sales and effective relationship management efforts.
Make suitable recommendations on strategies for relating with each customer group and create a Customer Relationship Plan per group.
Act as the primary client interface at the Branch level.
Provide comprehensive and detailed information to customers on Oando’s business activities, and the full range of the Company’s product and service offerings.
Develop a thorough understanding of the nature of the business of assigned customers within your portfolio and identify Oando products and services that may be of benefit.
Plan and hold periodic meetings with customers/counter-party staff to discuss their specific business and product requirements, towards developing a sales plan that will enable the Commercial Business Unit meet those needs.
Develop strong relationships with internal service providers (e.g. supply and distribution staff, finance and other marketing teams) to facilitate the provision of high quality products, prompt and efficient service to all customers.
Handle customer enquiries and complaints with urgency; immediately refer issues/decisions requiring higher-level discussion or approvals to relevant personnel.
Work tirelessly to ensure effective solutions are provided to all customer issues within acceptable timeframes, leaving customers highly satisfied with Oando’s service delivery.
Identify and recommend as appropriate, technical assistance for key customers; ensure all customers have adequate and direct to you at all times.
Sales
Conceptualise, develop and make suitable recommendations for the introduction of sales and account management strategies that will help generate additional business opportunities from existing and new customers.
Actively drive the sales of Speciality products.
Proactively prospect for and acquire new and financially viable high volume customers.
Use your core skill of consultative selling and talents of vision and leadership to acquire new business and increase bottom line results with existing clients.
Develop and execute approve sales plans for customers within sales area.
Follow company-approved sales management systems, processes, procedures and policies to ensure all sales and marketing activities are properly captured as documented in ORACLE.
Prepare weekly supply programs for customers within Branch.
Manage and administer the company’s credit/TAR policy in all transactions with customers.
Ensure all discounts are approved by the CSM.
Manage the sales cycle from the generation of leads, to taking specific orders and ensuring the delivery of those orders within stated delivery periods; provide post-delivery customer service support where required.
Monitor the sales cycle from physical sale to cash collection; ensure that this cycle remains within the standard benchmark set by management.
Ensure full payments are made/received for all supplies.
Ensure TAR limits per customer are adhered to at all times; where customers may exceed TAR limits, ensure prompt collection of outstanding payments due Oando before deliveries are made on fresh orders.
Business Management & Performance Reporting
Assume full responsibility and accountability for your P&L.
Prepare regular analytical reviews of sales performance in relation to budget and competition.
Reconcile customer accounts and ensure proper documentation; ensure accuracy and completeness of customer statements and also timely dispatch.
Support the CSM in the preparation of monthly sales and operational reports by providing data required for reports promptly; at all times, ensure the accuracy and completeness of data provided and reports submitted.
Carry out periodic reviews of the prevailing operating environment to determine the company’s areas of strength and weakness and identify emerging opportunities/threats; ensure analysis covers industry/competitor analysis/benchmarking (pricing, suppliers, customers, existing and new product, business growth patterns), market analysis (trends, technology) etc.
Perform other duties as may be assigned by the CSM from time to time.
Customer Relationship Management
Proactively build, maintain and manage customer accounts and relationships to facilitate a growing and sustainable customer base (including walk-in customers, referred customers and self generated leads/own identified customers).
Ensure a comprehensive and up-to-date database of information on all existing customer relationships/prospects is maintained at all times.
Achieve revenue/volume and margin targets through aggressive customer acquisition, sales and effective relationship management efforts.
Make suitable recommendations on strategies for relating with each customer group and create a Customer Relationship Plan per group.
Act as the primary client interface at the Branch level.
Provide comprehensive and detailed information to customers on Oando’s business activities, and the full range of the Company’s product and service offerings.
Develop a thorough understanding of the nature of the business of assigned customers within your portfolio and identify Oando products and services that may be of benefit.
Plan and hold periodic meetings with customers/counter-party staff to discuss their specific business and product requirements, towards developing a sales plan that will enable the Commercial Business Unit meet those needs.
Develop strong relationships with internal service providers (e.g. supply and distribution staff, finance and other marketing teams) to facilitate the provision of high quality products, prompt and efficient service to all customers.
Handle customer enquiries and complaints with urgency; immediately refer issues/decisions requiring higher-level discussion or approvals to relevant personnel.
Work tirelessly to ensure effective solutions are provided to all customer issues within acceptable timeframes, leaving customers highly satisfied with Oando’s service delivery.
Identify and recommend as appropriate, technical assistance for key customers; ensure all customers have adequate and direct to you at all times.
Sales
Conceptualise, develop and make suitable recommendations for the introduction of sales and account management strategies that will help generate additional business opportunities from existing and new customers.
Actively drive the sales of Speciality products.
Proactively prospect for and acquire new and financially viable high volume customers.
Use your core skill of consultative selling and talents of vision and leadership to acquire new business and increase bottom line results with existing clients.
Develop and execute approve sales plans for customers within sales area.
Follow company-approved sales management systems, processes, procedures and policies to ensure all sales and marketing activities are properly captured as documented in ORACLE.
Prepare weekly supply programs for customers within Branch.
Manage and administer the company’s credit/TAR policy in all transactions with customers.
Ensure all discounts are approved by the CSM.
Manage the sales cycle from the generation of leads, to taking specific orders and ensuring the delivery of those orders within stated delivery periods; provide post-delivery customer service support where required.
Monitor the sales cycle from physical sale to cash collection; ensure that this cycle remains within the standard benchmark set by management.
Ensure full payments are made/received for all supplies.
Ensure TAR limits per customer are adhered to at all times; where customers may exceed TAR limits, ensure prompt collection of outstanding payments due Oando before deliveries are made on fresh orders.
Business Management & Performance Reporting
Assume full responsibility and accountability for your P&L.
Prepare regular analytical reviews of sales performance in relation to budget and competition.
Reconcile customer accounts and ensure proper documentation; ensure accuracy and completeness of customer statements and also timely dispatch.
Support the CSM in the preparation of monthly sales and operational reports by providing data required for reports promptly; at all times, ensure the accuracy and completeness of data provided and reports submitted.
Carry out periodic reviews of the prevailing operating environment to determine the company’s areas of strength and weakness and identify emerging opportunities/threats; ensure analysis covers industry/competitor analysis/benchmarking (pricing, suppliers, customers, existing and new product, business growth patterns), market analysis (trends, technology) etc.
Perform other duties as may be assigned by the CSM from time to time.
KEY PERFORMANCE INDICATORS
Customer satisfaction levels
Target vs. Actual Revenue and profit
% Market Share
TAR variances above limits per customer
Revenue from new customers as percentage of total revenue
Territory coverage.
Number of calls per day
Order per Call ( Strike Rate )
Innovativeness and quality of suggestions for promotions and advertisement that will impact positively on sales volumes and margins.
Level of efficiency in the use of the business operating system – ORACLE.
Customer satisfaction levels
Target vs. Actual Revenue and profit
% Market Share
TAR variances above limits per customer
Revenue from new customers as percentage of total revenue
Territory coverage.
Number of calls per day
Order per Call ( Strike Rate )
Innovativeness and quality of suggestions for promotions and advertisement that will impact positively on sales volumes and margins.
Level of efficiency in the use of the business operating system – ORACLE.
QUALIFICATIONS & EXPERIENCE
Good 1st degree from a recognized University minimum 2.2
Minimum 3 years working within a reputable and structured business environment.
Good 1st degree from a recognized University minimum 2.2
Minimum 3 years working within a reputable and structured business environment.
KNOWLEDGE & SKILLS REQUIRED
Customer Service
Integrity and honesty
Sales and Marketing skills (techniques)
Oil Marketing (Downstream) Supply Chain Management
Business analysis and acumen
Negotiation skills
Key Account Management
Basic accounting and reporting (sales and marketing) skills.
Presentation
Interpersonal Relations – presentation skills, team-playing, creative thinking, innovation, coaching, time management, Task management skills, questioning and interviewing skills.
Basic selling skills
Product knowledge
Oral & Written Communication
Integrity and honesty
Sales and Marketing skills (techniques)
Oil Marketing (Downstream) Supply Chain Management
Business analysis and acumen
Negotiation skills
Key Account Management
Basic accounting and reporting (sales and marketing) skills.
Presentation
Interpersonal Relations – presentation skills, team-playing, creative thinking, innovation, coaching, time management, Task management skills, questioning and interviewing skills.
Basic selling skills
Product knowledge
Oral & Written Communication
Application Closing Date: October 12, 2010
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