Head of Modern Trade

We are looking for a qualified candidate to fill this position. Position Overview

• The Head of Modern Trade will lead Lontor's strategic expansion and commercial excellence within organized retail channels, including supermarkets, hypermarkets, electronics retail chains, and large-format stores across Nigeria and West Africa.

• This role is critical to driving brand visibility, market share growth, and profitable revenue through Nigeria's rapidly expanding modern retail sector.

Key Responsibilities: Strategic Leadership & Business Planning:

• Develop and execute the 3-year Modern Trade strategy aligned with Lontor's overall commercial objectives.

• Set annual sales targets, profit margins, and market share goals for the modern trade channel.

• Lead budget planning, trade investment allocation, and ROI analysis for all modern trade activities.

• Identify new retail partnership opportunities and expansion into emerging modern trade formats (including e-commerce platforms).

Key Account Management:

• Directly manage relationships with top-tier retail partners (e.g., Shoprite, Spar, Game, Jumia, Konga, and major electronics chains).

• Negotiate commercial terms, slotting fees, promotional calendars, and category management agreements.

• Drive new product launches and seasonal campaigns within key accounts.

• Resolve escalated commercial issues and ensure contract compliance.

Sales Team Leadership:

• Lead, mentor, and develop a team of Key Account Managers and Modern Trade Executives

• Implement performance management systems with clear KPIs (sell-out growth, distribution depth, merchandising compliance)

• Conduct regular field coaching and joint business planning sessions with account teams

• Drive recruitment and capability building within the modern trade function

In-Store Execution & Merchandising:

• Ensure 95%+ product availability and optimal shelf placement across all modern trade outlets.

• Oversee implementation of Lontor's visual merchandising standards, POS materials, and planogram compliance.

• Drive premium display execution for high-margin categories (air conditioners, renewable energy systems).

• Monitor competitor activities and recommend tactical responses to protect/expand shelf space.

Analytics & Commercial Insights:

• Analyze sell-out data, inventory turnover, and shopper trends to optimize assortment and pricing.

• Track channel profitability metrics (contribution margin, trade spend efficiency, distribution costs).

• Provide monthly performance dashboards to senior management with actionable insights.

• Collaborate with Mark...