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Territory Manager - Ukunda
mid · Sales & Business Development
Unilever is currently hiring for Territory Manager - Ukunda
Function: Customer Development
Reports to: National Sales Manager
Location: Kenya
Terms & Conditions: Full-time; Permanent
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 are passionate about developing and executing sales strategies, meet and exceed sales targets, building and maintaining strong customer relationships, analyzing sales data and ensuring efficient sales operations then this role is just for you!
RESPONSIBILITIES
Determine infrastructural requirement of a distributor for a particular territory including working capital required.
Determine and prepare distributor sales and KPI targets using the Joint Business Plan toolkit.
Ensure that working capital is effectively managed by constantly monitoring stocks, debtors and cash positions to meet the right norms.
Build excellent relationships at KD and at POP level
Set up the distributor team by recruiting the right skills, right numbers and training through field coaching to deliver assigned targets.
Set targets for all distributor team and review performance constantly through market floor meetings to ensure target achievement.
Ensure that KD is profitable by using the ROI toolkit to monitor income and expenditure and report on monthly actions to improve.
Ensure weekly submission of KD extracts used in raising orders for the KDs
Prepare beat plans for 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
Ensure the availability of the right product assortment at the right channel at the right price.
Ensure achievement of the Field capability score by meeting targets for coverage, lines per call and bill productivity
Building capability of distributor sales team through full day sales accompaniment and field coaching.
Submission of weekly and monthly reports – weekly sales report, ROI and profitability report, working capital analysis report and safety reports.
Experiences & Qualifications
At least 3 years Sales experience with minimum 2 years in FMCG environment
Bachelor’s degree in business management or economics
Strong excel skills & analytical skills
Skills
Customer management and selling essentials ·
Point of purchase execution and monitoring skills ·
Development of sales infrastructures and Organisation ·
Development of Customer/ Channel Investment Strategy ·
Developing Customer Relationships ·
Team management and Strong organization capacity
Retailer Understanding
Unilever Behaviors
Care Deeply: We care deeply about how consumers experience our brands every day, everywhere; about our people’s growth and development, and our impact on the planet. We care about our performance, to a point where it hurts when we don’t win.
Focus on What Counts: We ruthlessly prioritise what truly matters, and so do fewer things brilliantly. We set clear goals & direction and recognise others for maximum impact.
Stay Three Steps Ahead: We think boldly and creatively to make breakthroughs in performance. We are always curious and confident - anticipating and staying ahead of consumer needs and external trends, to beat the competition.
Deliver with Excellence: We deliver excellence in what we do at pace. We take personal ownership and hold each other to account – always finding a way to do what we said we will do.
Unilever is an organisation committed to equity, inclusion and diversity to drive our business results and create a better future, every day, for our diverse employees, global consumers, partners, and communities. We believe a diverse workforce allows us to match our growth ambitions and drive inclusion across the business. At Unilever we are interested in every individual bringing their ‘Whole Self’ to work and this includes you! Thus if you require any support or access requirements, we encourage you to advise us at the time of your application so that we can support you through your recruitment journey.
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