Job Description
Our Client
Our client is a well-established consumer goods organization in Nigeria with a strong national presence and a diverse portfolio of leading brands. Operating in one of Africa’s most dynamic consumer markets, the company manages extensive retail reach across a highly fragmented traditional trade landscape and continues to invest in strengthening its commercial infrastructure to support long-term growth.
Your Role
We are seeking an experienced Route to Market leader to drive the redesign and transformation of the organization’s national retail distribution model in Nigeria.
This role will lead the development and implementation of a modern route-to-market architecture, transitioning the business toward a structured pre-sales and distributor-led distribution model that enables stronger retail coverage, improved efficiency, and scalable commercial execution.
Operating in a complex emerging market environment, you will balance strategic planning with hands-on operational leadership. You will work closely with cross-functional teams across supply chain, logistics, finance, and commercial functions to ensure the route-to-market structure supports sustainable growth and effective nationwide execution.
Key areas of focus include:
- Designing and implementing a modern route-to-market framework that improves retail penetration and cost-to-serve efficiency
- Strengthening and optimizing the distributor network across the country
- Driving stronger retail coverage and execution excellence across traditional trade channels
- Improving field sales productivity through structured sales processes, route planning, and performance metrics
- Introducing systems and digital tools that improve visibility, accountability, and data-driven decision-making across the distribution network
- Collaborating closely with internal leadership to ensure the commercial infrastructure supports long-term business scalability
Nigeria represents one of the most dynamic yet operationally complex consumer markets globally, characterized by fragmented retail structures, strong traditional trade dominance, regional diversity, and infrastructure challenges. Success in this role requires deep understanding of emerging market distribution dynamics and the ability to build systems that perform effectively within these conditions.
Must-Have
- 15+ years of leadership experience within FMCG organizations
- Proven track record designing or transforming route-to-market systems
- Strong experience managing large-scale distributor networks and traditional trade coverage
- Demonstrated success operating in complex emerging markets
- Ability to balance strategic thinking with operational execution in high-growth environments
Next Steps
Upload your resume via our ATS platform and ensure all form details are complete. Shortlisted candidates will be contacted within 5-7 working days for a more detailed discussion about the role. Please note, due to high application volumes, we will only respond to shortlisted profiles.