Sales Controller Recruitment at Cadbury West Africa

Position Title: Sales Controller

 This role reports to the Finance Director West Africa, but also effectively balances the interactions with and works with the Managing Director, National Sales Manager and MEA Commercial Finance Director.The incumbent is expected to work and balance this complex working relationship between the above named function leads while ensuring the teams work to achieving the total area goals for each year.

Achieving the sales volume and value target, a healthy operating income, forecast working capital metrics are important goals for Cadbury West Africa.

These metrics are all hinged on sales teams that understand the roles they play in achieving set goals and hence the proactive choice of Finance providing a senior commercial partner that would help bridge the wide gap that is usually inherent in most organisations in this regard.

The job holder will contribute to this by providing financial & strategic support for the Sales teams in Nigeria and Ghana as well as the area MD, in ensuring that the Cadbury West Africa achieves its growth objective without compromising on financial integrity and governance in the commercial environment.

This role is financially accountable for governance, spend and management of over N4bn trade spend and sales overheads.
The role provides excellent opportunities to help deliver the business objectives by improving capabilities, shaping ways of thinking, working and providing financial strategic and innovative expertise and support through effective business partnering to these teams. 

The ability of the Sales team to deliver organic growth in an efficient manner is key to the success of Cadbury West Africa and this role will focus on the following key areas as a Finance expert:
Budgeting & Forecasting: To drive the Sales cost input in the contract processes by providing all financial information necessary for the annual and Strategic planning processes.
Reporting and analysis: Ensuring that timely analysis and reporting of the area’s SKU and customer performance is undertaken. The role partners with the Sales teams to create and sell value-enhancing prospects. These prospects will include cost reduction, value based sales, distributor profitability analysis and income generation and other value creation opportunities.
Business Partnering: To develop a strong Business partnering structure which will facilitate good analysis of all Sales activities including RTM and CBP optimization initiatives.

  Principal Accountabilities / Responsibilities
. Drive strategic and continuous process improvement on the Distributor Finance scheme, and also with the external stakeholders in local Financial Institutions
. Evaluates and recommends credit limits for all distributors for approvals in line with COA/RACI
. Provide strategic reports on distributor capabilities such as Health status and growth over prior periods and sets and monitors triggers to identify potentially bad/unhealthy distributors, also standardise delivery of business return on investment (ROI) for distributors.
. Finance lead and contact on RTM development, governance and projects to drive organic growth and delivery as approved, ensures alignment with RTM SOP as spelt out in the approval documents, also monitors budget Vs. approvals, and verification of data roll out on SAFIR and WISE projects
. Responsible for the smooth running of the DFS/BG scheme, through constant reviews and appraisals
. Relationship management with Financial Institutions to drive effective pricing and service delivery
. Provides financial support and justifications on pricing decisions and margin management through financial review and analysis of proposal options and value chain scenarios with their various implications, also providing insights into drivers of pricing decisions, volume mix and gross margin management
. Building Sales Finance capabilities in the business, including driving aligned trade terms, customer/channel strategy formulation and contribution, customer value assessment, and customer/channel profitability.
. Control and management support of trade spend, associated working capital impact, also drives implementation of Return on investment on trade promotional activities through effective investments appraisals
. Reviews and provides objective analysis of the sales plans in support of the IBP processes, actively participate in the IBP process, DR and IR sessions and presents and challenges key analysis of financials at DR, PMR and IR
. Undertakes regular market/trade visits with the CBP’s on a regular basis at their various locations pan Nigeria, to confirm and give feedback on issues affecting their trade that Cadbury could help out with, ultimately to make this relationship a win-win for both parties.
. Ensure that adherence with and governance with all MDLZ Policies and procedures are carried out or implemented, must be able to interpret and apply MDLZ corporate sales policies, Sarbanes Oxley audit methodologies, also driving zero tolerance on control issues as they relates to commercial


 Sales Overheads and Capex and GTN:
. Responsible for sales overheads budget zero based budgeting process and upload into CMT
Signs off all sales related overhead spends and monitors to ensure budget availability
. Analysis of monthly variances
. Monthly reporting of Sales overhead and analysis
. Fully manages GTN budgeting, reporting, spending and analysis to ensure alignment within approved spend levels


. Analyse and coordinates the sales inputs into the company’s strategic plans
. Responsible for monthly MMPR deck preparation
. Responsible for DSO reporting an analysis
. Responsible for weekly flash postings
. Responsible for the quarterly MD reports for Board meetings
. Follow up and help manage debtor issues, calls for meetings with potential bad debtors, monitors with the sales teams
. Provide detailed sales promotion analysis, which forms the basis for final approval by the executive directors. This analysis includes a promotion charter, a Pre and Post Promotion evaluator, which calculates return on investment, sensitivity analysis and qualitative analysis, to aid better monitoring and evaluation.
. Provide a finance view and analysis periodically to the Finance Director and Managing Director, into the drivers of the sales and marketing performances on a regular basis
. Commercial awareness training for the Finance team




Education, qualifications and training
• Educated to University degree level preferably in finance/accounting.
• MBA qualification an added advantage
• Professional qualification ACA, ACCA, CIMA
• Thorough understanding and exposure to management/cost accounting in a manufacturing environment with exposure to both supply chain and commercial processes
• Commercially and financially astute, analytical, numerate
• Strong leadership and communication skills
• Project management skills
• Ability to independently, effectively influence others and develop mutually beneficial working relationships
• Strong IT skills – preferably with SAP experience
• Tough and resilient. Not afraid of a challenge and demonstrates the highest level of business ethics
• An innovative and creative thinker
• Good negotiating skills
• Ability to work independently and with flexible mind-set
• Leading large teams
• Developing self and others
• Holding people accountable and team alignment
• Minimum 12 years finance experience within an FMCG environment of which at least 10 of these years must be post qualification
• A good understanding of brand dynamics, RTM and financial management of marketing investment is an added advantage
• Be very versatile with Trade Margins optimisation, Brand Financial Management with Trade Brands Financial Management and Financial Modelling/analytical techniques

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