Abdulrazaq Ola Ande
Summary
Accomplished professional specializing in strategic accounts and enterprise sales, with a proven track record in market planning and sales strategy. Expertise in solution selling and customer relations, alongside skills in route-to-market design and implementation. Extensive experience in long-cycle equipment sales and after-sales services, with a focus on transaction structuring and financing. Strong capabilities in market evaluation, competitive analysis, and positioning to drive business growth and meet organizational goals.
Overview
27
27
years of professional experience
6023
6023
years of post-secondary education
Work history
Divisional Sales Director
Globacom Nig Unlimited
Lagos
2023.02 - Current
- P&L leader accountable for NGN50B revenue division of Globacom. Developed and coached a high-performing sales organisation to implement route to market to achieve revenue & margin objectives:
- Analyse and redesign current dealership structure while adapting it to the key dealership model.
- Develop a yearly short-term and long-term business Plan, including monthly tracking and realignment
- Develop Major Distributor capability and capacity to meet growing business requirements
GM GloWorld Coordination
Globacom Nig Unlimited
2021.02 - 2023.01
- Managing Globacom’s Customer Services (Outward-facing shops) for issue resolution on quality of core & Value-added Services. In this role
- Owned P&L accountability for 91 stores, ~500 full-time employees nationwide (Pan-Nigeria).
- Improved QOS metric by an incremental 1000 bps across
Senior Sales Director
Globacom Nig Unlimited
2018.02 - 2021.01
- Developed and coached high-performing sales organisation to implement route to market, achieving revenue and margin objectives.
- Analysed and redesigned dealership structure to align with key dealership model.
- Created rollout plan for key dealer infrastructure development.
- Coached retail organisation to adapt effectively to new route to market.
- Managed overall retail budget, ensuring accurate tracking and reporting.
- Drove retail volume, achieving double-digit growth in 2018 and a 5% increase in market share.
- Generated 44% revenue growth in 2019, positioning the company as the fastest-growing telecommunications business.
Head Retail Sales/Head of Sales
Lafarge Africa PLC/AshakaCem Plc
2014.05 - 2017.12
- Executed the integration of human resources, customers, and processes across three distinct maturity levels in a merging context.
Ensured delivery of top- and bottom-line objectives alongside accurate forecasting.
Performed routine monthly reviews with sales team to assess projected sales volume and profitability.
Drove cross-functional initiatives to achieve sales targets effectively.
Oversaw communications and incentives for key distributors, strengthening relationships.
Transformed customer complaints into prospects for further business development. - Contributed to launch of revamped distributor model, driving year-on-year business growth. Achieved 3% growth in 2014, 6% in 2015, and 2% in South West for 2016. Collaborated with team to enhance operational efficiency within cement industry.
- Lead the team that prepared the 2015-2018 Sales Strategic Direction for Lafarge Africa that will set the ambition for our business.
- Optimised retail sales organisation to establish a leaner and more effective sales team.
- Relocated volume up to 400kt in 2016 into more profitable markets, resulting in logistics savings N2.2Bio in 2016 with further savings expected going forward.
- Collaborate across diverse functions, including production, quality control, marketing, supply chain, procurement, and customer services, to ensure effective articulation and delivery of customer needs.
- Restructured the logistics operations of AshakaCem. Migrating from self-collect mode to delivered mode while engaging, recruiting, rationalising, and developing transporters.
- Oversaw budget planning, execution, and P&L management of business operations.
Marketing Manager
AshakaCem Plc
2012.05 - 2014.05
- Developed and designed best practices for fully integrated insight-driven brand solutions.
Created appropriate assortments, promotional strategies, and pricing based on channel insights.
Delivered business marketing initiatives, turnover, and profitability plans across the marketing mix.
Executed business transformation strategies to drive change and enhance performance. - Successfully led the market insight and research on the building-block industry segment of the market. Championed the launch of block maker’s cement that increased our contribution by 3.5million Euro & top line by 9%
- Prepared 2013-2015 marketing plan that will set the direction for our ambitious business growth plans for the next 3 years, and oversee an effective implementation strategy for new product launches. Business grew by 2% through volume optimization alone, with a total year-on-year growth of 12% prior to expansion.
- Providing AshakaCem with competitive intelligence with regard to products, pricing, and opportunity areas/segments for market expansion for AshakaCem
- Continually analysing and interpreting data to identify opportunities and threats for the company.
- Carried out focus groups and site visits on a regular basis with customers to understand their unexpressed needs as well as the expressed ones we are not satisfying as of now.
- Recommended our product portfolio strategy and value proposition that will position Ashaka as an industry/innovation leader and enhance profitability.
- . A member of the product development committee responsible for product engineering, quality improvement, innovation & development.
- Participated in several cross-functional committees, including sales, logistics, Manufacturing, quality control, and procurement for cost optimization
- Represented AshakaCem in the House of Representatives in 2014 in the defence of the use of 32,5 grade of cement in Nigeria.
Divisional Sales Manager
PZ-Nutricima Nigeria Plc
2010.07 - 2012.04
- Key task in this role include building a leaner and agile sales team, Place the South West business tops in percentage sales volume and value, developing new channels (B2B, Modern Trade) and better leveraging existing Open Market and Neighbourhood Stores channels
- 2011/2012 year performance stood at 52% above 2010/2011 and the best in the business to date. 2012/2013 performance is down by 40% versus 2011/2012
- To yield remarkable results, I started a more effective use of field data to Plan and lead a record number of Market activations within 6weeks of joining the PZ-cussons business to develop new markets.
- Interfaces with Warehouse/Logistics, Production and Purchases functions to ensure delivery on Sales targets/objectives..
- Responsible for budget planning, implementation and P & L for the division
National Sales Manager (Waters)
Nestlé Nigeria Plc
2007.11 - 2010.07
- Delivering Top and bottom-line objectives and forecast; Performing routine monthly review reports/records with sales team to project sales volume and profitability; collaborating cross-functionally to drive initiatives helpful to delivering sales objectives; managing communications with and incentives for key Distributors; aligning human and material resources for overall sales target; analysing Market/intelligence report as generated by the area sales managers to know customer preference/Complaints & translating them to actionable Business Strategy; Hiring, Training, Leading, and incentivising High Performing Sales/Marketing Teams to achieve superior Sales.
- Structured and implemented a sales/Market strategy and Budget for relatively unknown Nestle Water brands through-out Nigeria –that captured 3% of water market share in the first year of lunch.
- Unprecedentedly nurturing the water business to profitability in 3-years instead of 5 years earlier forecasted for which a Nestle Waters CBM Award was earned.
- Increasing Nestle Pure Life (NPL) market Share by 1200% from 0.5% to 6% in 2 years.
- Achieving 107% business growth in 2008, 40% in 2009 and 35% growth by Q3, 2010.
- Consistently achieving double percentage digit growth in revenue for the water business.
- Responsible for Budget setting and implementation as well as the P & L of the water business
Head of Sales Lagos and Business Development Manager
Promasidor Nigeria Ltd
2005.01 - 2007.10
- Oversaw human and material resources comprising 73 staff and managers alongside 40 trucks, ensuring accountability for all sales and marketing initiatives within Lagos Region, increased sales from NGN 4.8 billion to NGN 7.2 billion, while improving margins of new products by 21%.
- developed both long and medium-term marketing plans; formulated sales strategies with a dual focus on increasing market share and margin; adjusted policy to guarantee competitive yet profitable pricing; and collaborated with operations to ensure a cohesive communications approach within the marketplace.
- Participated in the innovation and launch & introduction of 5 new products, increasing total revenue share by 30% and monthly average profitability of 25% across-board.
- Member of the Executive Operations Committee assembled to identify and develop cost-cutting initiatives. Personal contributions saved NGN 21 million in the first year and saved an additional NGN 64 million over the next 3 years.
Early Career
Promasidor Nigeria Ltd
1998.09 - 2005.01
- Defined targets for distributor sales team to drive performance.
Executed market surveys and promotions according to management directives. - Generated market intelligence to inform strategic decision-making.
Enhanced product visibility through effective merchandising strategies. - Scanned market environment for emerging product opportunities.
Appointed, developed, and monitored customer accounts to ensure satisfaction. - Achieving Sales Areas objectives and targets
- Relating with other external bodies to proclaim the image of Promasidor Nig.
Education
MS Entrepreneurship & Bus. Dev. -
Abu-Bakr Tafawa Balewa University
BauchiPGD in Business Management -
Abu-Bakr Tafawa Balewa University
BauchiBSc. - Botany
University of Jos
Skills
- Strategic accounts and enterprise sales
- Market planning and sales strategy
- Solution selling and customer relations
- Route-to-market design and implementation
- Long-cycle equipment sales and after-sales services
- Transaction structuring and financing
- Market evaluation and expansion
- Competitive analysis and positioning
References
Would be made available on request.
Trainings
- Lafarge Build Module 1 (leadership training) INSEAD The business school of the World – Fontainebleau - France2013
- Lafarge Build Module 2 (leadership training) INSEAD The business school of the World –Fontainebleau - France 2014
- Sales College (Sales Force Effectiveness) Kenya - 2014
N.Y.S.C Year
Department of Botany, University of Uyo (Graduate Assistant 1997/1998)
Timeline
Divisional Sales Director
Globacom Nig Unlimited
2023.02 - Current
GM GloWorld Coordination
Globacom Nig Unlimited
2021.02 - 2023.01
Senior Sales Director
Globacom Nig Unlimited
2018.02 - 2021.01
Head Retail Sales/Head of Sales
Lafarge Africa PLC/AshakaCem Plc
2014.05 - 2017.12
Marketing Manager
AshakaCem Plc
2012.05 - 2014.05
Divisional Sales Manager
PZ-Nutricima Nigeria Plc
2010.07 - 2012.04
National Sales Manager (Waters)
Nestlé Nigeria Plc
2007.11 - 2010.07
Head of Sales Lagos and Business Development Manager
Promasidor Nigeria Ltd
2005.01 - 2007.10
Early Career
Promasidor Nigeria Ltd
1998.09 - 2005.01
MS Entrepreneurship & Bus. Dev. -
Abu-Bakr Tafawa Balewa University
PGD in Business Management -
Abu-Bakr Tafawa Balewa University
BSc. - Botany
University of Jos