Sales Excellence Manager - GBfoods Africa

At GBfoods, we offer culinary solutions in several countries of Europe and Africa with prestigious leading local brands, including Jumbo, Gallina Blanca, Erasco, Gino, Liebig, Star, Bama, D&L, Grand’Italia and Blå Band, among others. GBfoods Africa operates in 24 countries with a regional office in Accra – Ghana.

Our Purpose “Celebrating local flavours” is to empower and take care of each of the local communities we belong to and to bring out their authentic flavours. Some of our local brands have been in consumers’ kitchens for over a century and have positioned themselves as authentically loved brands, as well as deeply rooted parts of the local culture.

Today, with a turnover of around 1.5 billion euros and a team of around 3,300 people, we are the preferred choice of millions of consumers.

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Job Purpose: 

The Sales Excellence Manager is responsible for driving sales performance, efficiency and effectiveness across the sales organization through the development and execution of advanced sales strategies, enhancing capabilities and processes, as well as leveraging data-driven insights to improve overall sales productivity. Leading a team of Sales Capability Managers, this role will drive the adoption of best practices, ensure excellence in in-market execution, and deliver sustained sales growth.

Top Accountabilities

• Sales Enablement and Training: Spearhead initiatives to enhance the capabilities of the sales team, fostering a culture of continuous improvement and excellence.
• Cross-functional collaboration: Work collaboratively across various functions and regions to drive behavioral transformation through effective tools and processes, enhancing team competitiveness.
• Strategic Implementation: Partner with Sales Team Leadership to roll out and embed new initiatives focused on functional and leadership development.
• Performance Management and Analytics: Track key sales performance metrics and provide data-driven insights and recommendations to sales leadership.
• Change Management and Continuous Improvement: Lead initiatives to drive a high-performance sales culture, stay up to date on industry trends and promote a culture of learning and innovation.

Key Accountabilities

• Sales Excellence: Lead the implementation of the GBFoods Way of Selling (GBWS) in Ghana, aiming to develop a top-tier sales team by enhancing coaching capabilities and establishing structured, disciplined routines.
• Training Facilitation: Organize and conduct regular training sessions to ensure continuous skill development and knowledge enhancement.
• Coaching and Mentoring: Embed and sustain GBWS Standards of Sales Excellence through rigorous coaching on structured calls, persuasive selling techniques, and brand knowledge during trade accompaniments.
• Execution Excellence: Champion the Gbfoods RED (Right Execution Daily) initiative, ensuring its successful rollout, embedding, and sustainment to drive superior retail execution- using UVE (and other related tools). Also drive tactical Customer & Trade Executions across the country.
• Performance Management (Sales Team Accreditation): Oversee trade performance routines and audits across the sales team, including RSM, ASM, TSM, SCO, VSP, MDM, and MDE, to ensure consistent performance and adherence to standards.
• Training Calendar Management: Develop and publish a quarterly training calendar at least one month before the start of each quarter, ensuring clear communication and understanding of all cycle plans through dramatization of activities in cycle briefings and area meetings.

What can you expect from us?

You will contribute to the success of our fast-growing and sustainable international organization which is committed to investing in Africa while enjoying a differential employee experience.

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What do we expect from you?

We expect that you bring aboard your strategic leadership with mastery in key sales competencies and track record of delivering results in a dynamic environment.

Requirements

Education:

• Bachelor’s degree in Sales, Marketing, Business Administration or related field
• MBA is a plus.

Experience

• Minimum 10 years of experience in sales leadership roles within the FMCG or related industry.
• Proven success in driving sales performance, in-market execution, and team capability development.
• Extensive experience managing customer relationships and channel strategies at a senior level.
• Proven track record of driving results
• Sales effectiveness strategy development and implementation.

Skills

• Mastery in commercial acumen, customer management, selling skills, and negotiation.
• Expertise in identifying and driving sales drivers and IMEX.
• Demonstrated ability to lead and inspire teams, with a focus on talent development and succession planning.
• Influencing and Negotiation Skills
• Strategic Vision and Execution
• Leadership and Team Management
• Customer Focus
• Analytical Thinking and Decision Making
• Results Orientation

Personal Attributes

• Strong leadership and stakeholder management skills.
• Ability to work under pressure and meet tight deadlines.
• Demonstrate the ability to work independently and proactively.
• High level of organization and attention to detail.
• Adaptability and willingness to learn new technologies and marketing trends.

Key Success Indicators

• Achievement of sales growth and market share targets.
• Improved sales force capabilities and overall productivity.
• Effective execution of IMEX strategies.
• Enhanced customer satisfaction and channel performance.
• Development of a strong pipeline for senior sales leadership roles.

Collaborators

• Sales Leadership
• Marketing
• Customer Service
• Route-to-Marker