Territory Manager at Unilever

Location: Abakaliki, Ebonyi
Reports to:Area Sales Manager

Your Purpose in the Role

• Territory Manager, Abakaliki, 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.

Responsibilities
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)
• 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

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.

Experiences & Qualifications

• 2–4 years of experience in Sales.
• Strong analytical and digital skills.

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.