Head of Field Sales/Distribution

Responsibilties:

Build Bioharb's Offline Route-to-Market Strategy:

Develop the complete route-to-market strategy for Bioharb across pharmacies, wellness/health stores, supermarkets Relevant modern trade, wholesaler distributors, and other appropriate retail channels.

Build the Field-Sales Organisation:

Design the appropriate structure covering National → Regional → Area/Territory → Field Sales Executives → Merchandising, as scale requires. Define territory sizes, headcount requirements, reporting lines, daily call expectations and supervisory ratios. Participate directly in recruiting, assessing and training the first field-sales team.

Build the Distribution Network:

Identify, evaluate, appoint and manage qualified distributors and wholesalers. Establish clear distributor territories, volume expectations, margin payment terms, inventory requirements, reorder expectations, service levels, and performance standards.

Drive Outlet Penetration Build a measurable outlet universe. total target outlets → outlets visited → outlets activated → outlets ordering → outlets reordering → revenue → stock availability.

Build Sales Intelligence:

Work with the sales operations & intelligence function to establish dashboards covering Territory performance FSE productivity, distributor performance, outlet activation, reorder rates, revenue/outlet revenue/ FSE SKU movement stock-outs Inventory ageing returns collections forecasting.

Develop National Expansion:

Start with priority markets and build a data-driven roadmap for expansion across Nigeria. Expansion should follow proven unit economics and market evidence rather than simply hiring representatives in every state.

Requirements:

5–7+ years of relevant sales/distribution experience.  Minimum of 3–5 years in a senior field sales, regional sales, national sales or distribution leadership position. Proven experience managing a meaningful field-sales organisation across multiple territories/states. Strong knowledge of the Nigerian retail and distribution environment. Experience working with pharmacies, distributors, wholesalers, supermarkets, health/wellness outlets or similar channels. Evidence of having expanded physical distribution, not merely maintained an inherited network. Experience managing Regional/Area/Territory Managers and Field Sales Representatives/Executives. Strong understanding of primary sales, secondary sales and sell-through. Experience with distributor appointment, management and performance evaluation.