Head - Sales - FMCG

Job Title: Head - Sales | Nigeria Location: Nigeria Reporting to: Country Head About the Role: We are looking for an accomplished Head of Sales to lead the sales and distribution agenda for a leading Indian FMCG multinational in Nigeria. The role will be responsible for driving revenue growth, strengthening market presence, building a high-performance sales organisation and expanding distribution across key channels and geographies. The ideal candidate will bring strong experience in the Nigeria/West Africa FMCG market, with a proven track record of managing distributors, GT/MT channels and large-scale sales operations. Key Responsibilities: - Own the overall sales strategy and business delivery for Nigeria, including revenue, volume, distribution and profitability objectives. - Develop and execute the annual sales plan aligned with the company's growth ambitions. - Drive General Trade, Modern Trade, Wholesale and emerging channels, depending on the business model. - Build, manage and optimise the distributor and sub-distributor network across Nigeria. - Expand numeric and weighted distribution and improve availability, visibility and market execution. - Identify new markets, territories, channels and growth opportunities to strengthen the company's footprint. - Lead sales forecasting, demand planning and inventory coordination in partnership with Supply Chain. - Develop robust sales KPIs, targets, incentive structures and performance dashboards. - Lead, coach and develop the sales team to build a strong execution-oriented organisation. - Drive distributor ROI, trade spends, schemes and commercial effectiveness. - Track competitor activity, pricing, promotions and market trends and translate insights into actionable sales strategies. - Partner closely with Marketing to ensure effective brand activation, launches and in-market execution. - Ensure strong governance around credit, collections, distributor stock and working capital. - Establish strong relationships with key distributors, retailers, modern trade accounts and other strategic customers. - Provide regular business reviews and market intelligence to the leadership team. Candidate Profile: - 12 - 18 years of progressive sales experience in FMCG. - Strong experience in Nigeria or the wider West African market is highly preferred. - Experience handling distributor-led businesses and GT/MT sales is essential. - Strong understanding of Nigerian FMCG consumer, retail and distribution dynamics. - Proven experience managing large sales teams and geographically distributed operations. - Should have handled a sizeable P&L/revenue responsibility. - Experience with Indian FMCG companies operating internationally will be an advantage. - Strong commercial orientation with demonstrated capability in revenue and market-share growth. - Excellent stakeholder management, negotiation and people leadership skills. - Willingness to be based in Nigeria and travel extensively across the market.