Overview of the role
The B2B Dairy market in Nigeria can be broadly divided into two segments – Open Market (36000 MT/annum) and Institutions (~ 190 MT/annum). We define ‘Open Market’ as comprising of large key distributors similar to a typical FMCG structure spread across the country. These distributors in turn service smaller retailers and artisanal dairy manufacturers in their respective regions. We estimate this segment to comprise of approx. 20% of the Dairy imports into the country. Our products and brands (Lactorich, Supercow, Preplait and Milk House Blue) are known and trusted across the country, commanding a 10% premium over our closest competitors. Trade in this segment is characterized by lucratively high margins and requiring an FMCG-like distribution network (and brands) to address the needs of the primary distributors. Territorially, we broadly categorize the business into two – North and Southern region following broad geographic structures in the country.
The Northern region is our most important business contributing to 70% of our overall volumes. In FY24, we have averaged close to 1000 MT/month (approx. $ 50 mil/annum revenue) in the region and our ambition is to grow this business to 1400 MT/month (approx.. $ 70 mil/annum revenue). While we command a substantial market share, we do have some gaps in our Distribution network – plugging these geographical gaps is a major focus of our Distribution strategy.
Responsibilities
To effectively address this large part of the Open Market business, we are seeking a resource who can fill these gaps and be groomed into an NSM role. This will be a key senior role with direct reporting into the NSM, with a high potential to move into the NSM role. Our major asks from this role are:
Develop a roadmap and sales strategy to address the Open market segment in the North
Build and manage the open market team
Understand and address distribution gaps in the open market with specific focus on the Northern region
Establish productive and professional relationships with key customer accounts
Prepare monthly, quarterly, and annual sales forecasts
Undertake product research activities and liaise with product development team to identify new opportunities
Manage logistics & ensure smooth deliveries
Business Development – opening new geographies and value chains in the Northern region
Tracking of sales overheads and ensuring zero deviations from budget
Requirements
MBA from a recognized institution school with 2-3 years of post-qualification industry experience. Africa experience would be a plus
Apply via :
careers.ofi.com