Territory Manager - Marquahm at Unilever

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 distributor’s sales force and ensure optimal implementation of 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 use of HHTs to meet all store specific tasks
• Ensure right merchandizing tasks are executed by merchandisers supported by Sales Representatives.
• Maximise the number of perfect stores under your territory coverage.
• Ensuring orders are fulfilled in full on time and improve 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 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 POP levelEnsure 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​

Launch/Re-launch

• Drive numeric and weighted distribution (More stores, on shelf availability and Share of Shelf)
• Driving 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 stores programmes to win at point of sales

Experiences & Qualifications

• 1-2 years of field sales experience (FMCG experience is desirable)
• Must be a university graduate Strong knowledge of 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)