Wholesale Director NigeriaWhat are we looking for

Completed Thursday, 6 November 2014

For the Vlisco Group.



Currently Vlisco is wholesaling in West Africa via its sales offices established in BENITO. Our current presence in Nigeria is limited to a Marketing office and two retail shops in a free trade zone (Tinapa). Vlisco has been actively engaging with the government of Nigeria to lift the import ban on Textiles. In anticipation of a market entry we are looking for candidates to fill a senior wholesale commercial role in the future Nigerian organization.


Purpose of the Job:

Develops and implements, the wholesale plan for a specific Country, consistent with the channel strategy, by enabling top line sales growth, through driving effective product & channel pricing/value chains, profitable brand & product mixes and efficient sales volumes.


Key Accountabilities:

Strategy Develops and implements the wholesale plan for a specific Sales Country, consistent with the integrated commercial strategy and approved by Regional Wholesale director and Executive.


Wholesale Director Gives pro-active input into the integrated commercial strategy (brand, product, marketing, HR, Finance, IT) Business, Sales & Operational planning.


Sets up and implements annual wholesale plan(s) for the Country including revenue and cost forecasts & targets in line with the integrated commercial strategy, focused on portfolio & channel volumes, value chains and other business objectives in order to give guidance and focus to the activities of the commercial business units Sales Management.


Develops and maintains an efficient local wholesale organization for a specific country according to the framework of the strategic plans, in order to achieve the quantitative and qualitative sales targets by providing direct and functional leadership to the country to drive sales volumes, positive product mixes and pricing leverage.


Ensures the selling-through en selling –in to pre-agreed trade partners.


Ensures and manages logistics Channel Development.


Monitors trends in business, markets; channels and customer requirements within the country and sees to the translation of these into innovations in co-operation with other functional disciplines, consistent with the strategy and annual business plans, in order stimulate the anticipation on business opportunities and optimize the customer value propositions (CVP) of the country Trade Marketing.


Ensures efficient local trade marketing organisations, according to the framework of the annual key account plans, in order to ensure a strong product portfolio and effective alignment of sales activities (B2B) Key account management local T1/T2.


Maintains personal relationships with main key accounts, within the guidelines of the annual account plans, resulting in optimization of customer relations and business opportunities, and a positive image of VG in the market.


Translates the defined CVP strategy into customised CVP’s.


Implements CVP strategy to achieve profitable volume/market share target.


Defines and manages customized CVP per key account.


Delivers the CVP per customer account, according to call plans and account activity plans.


Ensures achievement of sales driver objectives and set key account targets and goals.


Responsible for Business growth and capacity development of key traders.


Assists and contributes to Merchandise processes and procedures Process management.


Ensures process management for distributors, to ensure high customer service levels at acceptable levels of risk in order to achieve volume and revenue targets, which includes: ordering, (cash)payment, invoicing, delivery of goods and visit planning.


Plans and realizes visits with key accounts in order to evaluate delivered customer care Customer care service.


Takes good care of distributors complaints and resolve them timely and efficiently Business & functional improvement.


Participates from the own discipline in multidisciplinary project teams on business process/operational improvement issues, within the integrated commercial strategy and year plans, in order to optimise the functional and operational performances and thereby contributes to the financial performance of the Sales department.


Budget planning and control.


Plans, approves controls the revenue, cost and capex budgets of the department and business units, takes corrective actions when necessary, and ensures adequate reporting, within corporate guidelines, to ensure that the business units delivers their budgets and meets financial KPI objectives Human resource management Organises, manages, develops and staffs the cluster in line with corporate guidelines, in order to be equipped for current and future business challenges and contribute to the optimisation of the Sales organization result.



Key Performance Indicators:

Wholesale volume by brand, product group, business unit and channel wholesale channel costs as percentage of NSV Customer satisfaction levels.


Job Competencies:

  • Entrepreneurial drive
  • Analytical thinking
  • Holding people accountable
  • Self confidence
  • Impact & influencing skills


Qualifications & Experience:

  • Minimum of 10 years’ experience in international FMCG/Fashion sales role
  • Master level
  • Knowledge of or understanding the African context
  • Proven track record of growing business
  • Hands-on experience in leading international Marketing and Sales organizations
  • Strong leadership skills
  • Lead and motivate in a multi-cultural setting
  • Email applications
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