The role of Territory Manager at Unilever is crucial for driving sales execution, exceeding targets, and ensuring efficient sales operations within the assigned territory, Kabarnet in Baringo County.
Job Purpose
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 are passionate about developing and executing sales strategies, meeting and exceeding sales targets, building and maintaining strong customer relationships, analyzing sales data and ensuring efficient sales operations, then this role is just for you!
Main Responsibilities
Distributor Management
- Determine the necessary infrastructural requirements of a distributor for a particular territory, including the 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.
- Ensure that the Key Distributor (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.
Sales Execution & Team Management
- Build excellent relationships at the KD and at Point of Purchase (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 teams and review performance constantly through market floor meetings to ensure target achievement.
- Prepare beat plans for the KD sales team to ensure effective and efficient coverage of the 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.
Reporting
- Submission of weekly and monthly reports – including weekly sales report, ROI and profitability report, working capital analysis report and safety reports.
Experiences & Qualifications
- Bachelor’s degree in business management or economics.
- At least 3 years of Sales experience, with a minimum of 2 years in a Fast-Moving Consumer Goods (FMCG) environment.
- Strong Excel skills and analytical skills.
Required Skills
- Customer management and selling essentials.
- Point of purchase execution and monitoring skills.
- Development of sales infrastructures and organizational capacity.
- Development of Customer/Channel Investment Strategy.
- Developing Customer Relationships.
- Team management and strong organization capacity.
- Retailer Understanding.
