Role Overview: Territory Manager - Molo
This role at Unilever provides an opportunity to bring your purpose to life by contributing to 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 designed for you.
Main Responsibilities
- Determine infrastructural requirements of a distributor for a particular territory, including the necessary 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 operational norms.
- Build excellent relationships at the Key Distributor (KD) level and at the Point of Purchase (POP) level.
- Set up the distributor team by recruiting the right skills and numbers, and training them 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.
- Ensure that the KD is profitable by using the ROI toolkit to monitor income and expenditure and report on monthly actions for improvement.
- Ensure weekly submission of KD extracts used in raising orders for the KDs.
- Prepare beat plans for the KD sales team to ensure effective and efficient coverage of the assigned territory with all product categories.
- Prospect, negotiate, and initiate 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.
- Build the capability of the distributor sales team through full-day sales accompaniment and field coaching.
- Submit weekly and monthly reports, including weekly sales reports, ROI and profitability reports, working capital analysis reports, and safety reports.
Experiences & Qualifications
- At least 3 years of Sales experience, with a minimum of 2 years in a Fast-Moving Consumer Goods (FMCG) environment.
- Bachelor’s degree in Business Management or Economics (BA/BSc/HND).
- Strong proficiency in Excel and analytical skills.
Required Skills
- Customer management and selling essentials.
- Point of purchase execution and monitoring skills.
- Development of sales infrastructures and organisation.
- Development of Customer/Channel Investment Strategy.
- Developing Customer Relationships.
- Team management and strong organizational capacity.
- Retailer Understanding.
