Territory Manager- Ukunda

Unilever is currently hiring for Territory Manager- Voi/Ukunda

Reports to: Area Sales Manager - Coast

Scope: Local

Location: Nairobi

Terms & Conditions: Full Time 

With 3.4 billion people in over 190 countries using our products every day, Unilever is a business that makes a real impact on the world. Work on brands that are loved and improve the lives of our consumers and the communities around us. We are driven by our purpose: to make sustainable living commonplace, and it is our belief that doing business the right way drives superior performance. At the heart of what we do is our people – we believe that when our people work with purpose, we will create a better business and a better world. 

At Unilever, your career will be a unique journey, grounded in our inclusive, collaborative, and flexible working environment. We don’t believe in the ‘one size fits all’ approach and instead we will equip you with the tools you need to shape your own future.

JOB PURPOSE

Responsible for managing distributors profitability within a defined territory to achieve sales and coverage targets.

WHAT WILL YOUR MAIN RESPONSIBILITIES BE

• Determine infrastructural requirement of a distributor for a particular territory including working capital required.
• Determine and prepare distributor sales and KPI targets using the Joint Business Plan toolkit.
• Ensure that working capital is effectively managed by constantly monitoring stocks, debtors and cash positions to meet the right norms.
• Build excellent relationships at KD and at POP level  
• Set up the distributor team by recruiting the right skills, right numbers and training through field coaching to deliver assigned targets.
• Set targets for all distributor team and review performance constantly through market floor meetings to ensure target achievement.
• Ensure that KD is profitable by using the ROI toolkit to monitor income and expenditure and report on monthly actions to improve.
• Ensure 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
• Ensure the availability of the right product assortment at the right channel at the right price.
• Ensure achievement of the Field capability score by meeting targets for coverage, lines per call and bill productivity

• Building capability of distributor sales team through full day sales accompaniment and field coaching.
• Submission of weekly and monthly reports – weekly sales report, ROI and profitability report, working capital analysis report and safety reports.

WHAT YOU NEED TO SUCCEED

Experiences & Qualifications

• Bachelor degree or equivalent
• 2 years relevant field sales force experience and proven track record of achieving sales targets.
• At least one year experience in Key Distributor management is essential.

Skills

• Driving skills
• Good Interpersonal skills
• Relationship management skills
• Negotiation skills
• Has to be a thinker and a doer

Leadership

• You are energized by delivering fantastic results. You are an example to others – both your results and your resilience. You are constantly on the lookout for better ways to do things, engaging and collaborating with others along the way.
• As an individual you are the one responsible for your own wellbeing and delivering high standards of work. You must also focus on the Consumer and what they need. You are humble and have your head up, looking around to interpret evidence and data smartly, spot issues and opportunities to make things better.

• Critical SOL (Standards of Leadership) Behaviors
  • PASSION FOR HIGH PERFORMANCE: Takes personal responsibility and accountability for execution and results. Has an owner’s mindset, using data and insight to make decisions.
  • PERSONAL MASTERY: Sets high standards for themselves. Actively builds own wellbeing and resilience.
  • CONSUMER LOVE: Whatever their role, always looks for better ways to serve consumers. Invests time inside and outside to understand the needs of consumers.
  • PURPOSE & SERVICE: Has humility, understanding that leadership is service to others, inside and outside Unilever.
  • AGILITY: Explores the world around them, continually learning and developing their skills.