Territory Distributor Manager at Ultimum Limited

Job Purpose

• The Territory Distributor Manager will be responsible for maintaining customer relationships, meeting sales targets, and ensuring efficient sales operations within assigned geographic area.
• The incumbent will devise sales strategies, analyze data, address customer concerns, and identify sales opportunities.

Key Job Roles & Responsibilities

• Manage territory sales team and identify, develop and manage Key Distributors/ wholesalers to deliver assigned territory objectives for:
  • Sales Volume
  • Numeric and Weighted Distribution
  • Market Share (Volume and Value)
  • Distribution and Retail Channels Product Visibility.
  • Merchandising and world-class customer service to trade partners
• Ensure process management for distributors, to ensure high customer service levels at acceptable levels of risk in order to achieve volume and revenue targets, which includes ordering, payment, invoicing, delivery of goods and visit planning.
• Analyze data to establish optimal route and sales management practices for the territory
• Monitor sales performance for all UL products across all outlets within the assigned territory
• Train and manage the assigned Sales Representatives for the territory
• Engage all trade partners (distributors, wholesalers, retailers and other pipeline customers within the territory, addressing their concerns and helping to grow their business in a collaborative manner)
• Carry out regular field/market/trade/outlet and consumer research and distill insights to improve territory performance and to advise UTL regional and national leadership
• Participate in industry or promotional events (e.g. trade shows) to cultivate customer relationships
• Conduct training in sales techniques and company product attributes
• Monitor competition within the assigned region
• Optimise RTM including Route and Beat Distribution System to consistently deliver primary and secondary sales objectives in assigned area.
• Set reasonable sales, distribution and stocking targets to be achieved by the sales team.
• Ensure excellent in-outlet execution standards are maintained across all channels within assigned territory consistent with the company LOS

Experience & Academic Requirements

• Bachelor's degree in business management, Communication, Marketing, or Business Administration.
• Previous work experience as a Territory Sales Manager or a similar position in the FMCG industry.
• Demonstrate a track record of increasing sales and revenue; field sales experience is preferred.

Key Competency & Skills Requirements
Core Skills:

• Ability to develop sales strategies and use performance KPIs.
• Excellent oral and written communication skills.
• Strong organisation and analytical skills.
• Exceptional customer service skills.
• Strong negotiation and interpersonal skills.
• Customer-oriented individual and an outstanding problem-solver.
• Multi-tasking, strong networking and superior decision-making skills.
• Proficiency in Microsoft Office Tools and salesforce applications.

Technical Competencies:

• Clear understanding of the dynamics of the carbonated soft drink industry
• Strategic mindset. Ability to identify and act on opportunities
• Understanding of RGM and ability to covert same into winning strategies
• Project management skills
• Ability to manage budgets
• People management skills
• Excellent communication skills

Other Essentials Competencies:

• Building Value Based Relationships with internal and external stakeholders
• Building Sustainable Organizational Capabilities
• Leveraging and Respecting Others
• Problem Analysis / Problem-Solving
• Strategic Thinker and Decision Making
• Attention to details
• Results focused
• Sustaining operational excellence
• Integrity