Unilever is currently hiring for: Territory Manager Mesora – Distributors
Function: Customer Business Development
Reports to: Area Sales Manager Nairobi
Scope:Kenya
Location: Nairobi
Terms & Conditions: Full time
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. We are looking for candidates that would like to join this exciting journey with us. CBD owns the relationship with customers and the development of the Joint Business Plan with each customer. They are also responsible for delivering sustainable and profitable growth across all retail touchpoints. 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!
What can you expect from the role?
- 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.
- Example: Co-creating with In-Market Human Resource Leadership team on key Recruitment Talent agenda priorities with key timelines and measures of success
Experience and Qualifications
- At least 3 years of Sales experience with a minimum of 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
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.