Area Sales Manager at Unilever

Background & Purpose of the Job

• The Area Sales Manager will lead the regional Field Sales Force in achieving the sales objectives for the sales area as set in the Customer Marketing Plans and Customer Business Plans.
• Ensures consistent, profitable growth in sales revenues through positive planning, deployment and management of sales resources.
• Identifies objectives, strategies and action plans to improve short- and long-term sales and profitability.

Who You Are & What You’ll Do

• Ensure ambitious target setting & monitor closely for performance
• Coach the Field Sales force for Performance in relation to the targets set and build a winning spirit within his/her team
• Ensure streamlined implementation of the customer strategy at POS in order to further build market share
• Prepare and lead the Sales Team Meetings with focus on results vs. targets set. Together with the sales team, identify & implement actions for closing possible results gaps in the concerned POS when they occur
• Define and implement guidelines for coverage planning and expansion.
• Follow up of field budgets versus incremental sales per rep.
• Build excellent relationships with the regional/local responsible manager of the concerned Customers.
• Gather and provide competitive information to headquarters on a regular and continuous basis.
• Ensure adequate management of sales resources during illness/vacation.
• Evaluate sales reps on personal performance and contribution based on facts and observable data
• Regular review of knowledge and skill level of the sales team and assess adequacy and need input. Identify training needs for direct reports and give regular performance feedback.
• Liaise with CD Operations for sales forecasting and stock planning.
• Provide innovative ideas and suggestions to improve market presence.
• Operationalize annual JBP plan and review weekly/monthly/quarterly.
• Ensure KD operates within agreed Unilever guidelines and trade policy
• Evaluates financial and operational health of KDs and takes necessary corrective action when necessary.

Relevant Experience and Skills

• 5 years relevant field sales force experience
• Two years Brand Building experience is an advantage
• Two years of Trade Category Management is an advantage
• Planning and tasks realization.  
• Problems solving and decisions ma king.
• Effective team player.
• Very good interpersonal skills.
• Creativity, engagement in tasks.
• Basic knowledge of English.
• Computer literacy (MS Office, Excel).
• Negotiating skills.
• Stress resistance.

Key Interfaces:

• Regional Sales Manager
• CD Operations
• Channel & Category Management
• Human Resources
• CD Finance.

Direct Reports:

• Field Sales Managers
• Field Sales Officers.