JOB PURPOSE
Territory Manager, Renuzi Lekki/Ajah, Lagos, is responsible for driving secondary sales by making Unilever’s products available and visible to the consumer for the assigned territory. Managing distributors and distributor’s sales force and ensuring optimal implementation of company’s trade activities and merchandising plans across all relevant channels.
WHAT WILL YOUR MAIN RESPONSIBILITIES BE
Sales
Right Stores
- Expand coverage to all viable stores in keeping with territory plans
- 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-D and Mainstream
Better Stores
- Ensure use of HHTs to meet all store specific tasks
- Ensure right merchandizing tasks are executed by a merchandiser supported by DSR
- Maximise the number of perfect stores under your coverage
Better Served
- Ensuring orders are fulfilled in full on time
- 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
- Manage KD’s and customer’s complaints
Target Achievement
- Drives 100% achievement of all KPIs within the assigned territories and all relevant channels.
- Optimization of TTS (Trade Term Spend)
Execution
Building Distribution Network by Leveraging Brands
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
- Ensure implementation of in-store objectives during coaching and accompaniment of DSRs.
Business Environment
Distributor Management
- Distributor appointment
- Regular stock taking & system reconciliation
- JBP Execution
- DSR training/development
- DT Controls
- Performance assessment
- Customer service
- LeverEdge Hygiene
Trade Servicing: DT is the face of Unilever in a market to the retailers. All key issues and grievances are to be handled sensitively and in timely manner.
- Regular coverage of all stores on the beat plan
- On time delivery of stocks to stores
- Addition of new stores that may open in the market
- Satisfactory levels of secondary CCFOT
- On time trade claims settlement to stores
- Ensuring quality of products on shelf and at KDs
Competitive Intelligence
Territory manager is the eyes and ears on the battlefield and hence must always be on the look out for competitive intelligence like:
- New launches
- Price changes
- Consumer promotions
- New distribution strategies
- New channel programs
- Sampling activities by competitors
- Wholesale trends
Any activity observed should be reported to the line manager at the earliest.
WHAT YOU WILL NEED TO SUCCEED
Experiences & Qualifications
- 2–4 years of experience in Sales
- Strong analytical and digital skills
- Relevant Sales qualification
Skills
- Has excellent knowledge about territory management.
- Has a strong rapport and relationship across Route-to-Market value chain
- Strong Business & Finance Acumen
- Great insights about the business in territory including what are the key challenges and opportunities for Unilever.
- High integrity in doing business
- A problem solver and approachable leader
- Excellent negotiation and persuasive skills
- Ability to interpret sales trends & analysis (data analytics)
- Produces consistent results
- KD sales force capability development
Gmail
Yahoomail