[Vacancy]: Territory Sales Manager Needed at Unilever

May 21, 2024

Job Description

JOB PURPOSE

Unilever is the place where you can bring your purpose to life with the work that you do – creating a better business and a better world.  If you CAN: Drive secondary sales by making Unilever’s products available and visible to the consumer for the assigned territory. Manage distributors and distributors’ sales force and ensure optimal implementation of the company’s trade activities and merchandising plans across all relevant channels to execute joint business plans aligned with business goals, this is the role just for you!

WHAT WILL YOUR MAIN RESPONSIBILITIES BE

  • Drive 100% achievement of all KPIs within the assigned territories using the Joint Business Plan toolkit within the assigned territories and all relevant channels.
  • Ensure that effective coverage is as close to 100% as possible.
  • Constantly be on the lookout for new store openings.
  • Improve controlled coverage through Sub-Distribution and Mainstream routes to market.
  • Ensure the use of HHTs to meet all store-specific tasks
  • Ensure the right merchandising tasks are executed by merchandisers supported by Sales Representatives.
  • Maximize the number of perfect stores under your territory coverage.
  • Ensuring orders are fulfilled in full on time and improving suggested sell in quantity and right assortment for expansion in store.
  • Providing the right frequency of service and category level or common DSR to book orders
  • Ensure Optimization of Distributors’ TTS (Trade Term Spend) through effective management of working capital by constantly monitoring stocks, debtors, and cash positions to meet the right norms.
  • Set up the distributor team by recruiting the right skills, right numbers, and training through field coaching to deliver assigned targets. Cascade and drive targets for distributors’ team and review performance constantly through market floor meetings to ensure target achievement.

WHAT YOU NEED TO SUCCEED

Building a Distribution Network by Leveraging Brands

  • Driving core of the core/distribution drives/new launches/promotion packs/improve shelf availability for key promoted SKUs / the right assortments into relevant stores
  • Build excellent relationships at KD and at the POP level to ensure weekly submission of KD extracts used in raising orders for the KDs
  • Prepare beat plans for the KD sales team to ensure effective & efficient coverage of assigned territory with all product categories
  • Prospects negotiates and initiates local actions in line with company policies

Launch/Re-launch

  • Drive numeric and weighted distribution (More stores, on-shelf availability and Share of Shelf)
  • Driving the success of channel programs with relevant stores and ensuring desired objectives are achieved.
  • Propose relevant territory-specific channel activities to area, regional, and channel managers.

Instore Execution

  • Execution of perfect store programs to win at the point of sales

Experiences & Qualifications

Minimum:

1-2 years of field sales experience (FMCG experience is desirable) BSC in Marketing/Sales

Preferred:

Strong knowledge of the Route-to-Market value chain

Skills

Communication skills Strong Negotiation Skills Relationship and stakeholder management skills Problem solving skills Coaching and People management skills Strong CD customer/operational experience Activation planning and implementation skills Ability to interpret sales trends & analysis (data analytics).

Leadership

  • You are energized by delivering fantastic results. You are an example to others – both your results and your resilience. You are constantly on the lookout for better ways to do things, engaging and collaborating with others along the way.
  • As an individual you are the one responsible for your own wellbeing and delivering high standards of work. You must also focus on the Consumer and what they need. You are humble and have your head up, looking around to interpret evidence and data smartly, spot issues and opportunities to make things better.

Critical SOL (Standards of Leadership) Behaviors

  • PASSION FOR HIGH PERFORMANCE: Takes personal responsibility and accountability for execution and results. Has an owner’s mindset, using data and insight to make decisions.
  • PERSONAL MASTERY: Sets high standards for themselves. Actively builds own wellbeing and resilience.
  • CONSUMER LOVE: Whatever their role, always looks for better ways to serve consumers. Invests time inside and outside to understand the needs of consumers.
  • PURPOSE & SERVICE: Has humility, and understanding that leadership is service to others, inside and outside Unilever.
  • AGILITY: Explores the world around them, continually learning and developing their skills.