This role involves leading the sales function within the Naivasha territory. The Territory Manager is responsible for strategic planning, execution of sales initiatives, distributor management, team leadership, and ensuring optimal operational efficiency to meet and exceed sales targets in the Fast-Moving Consumer Goods (FMCG) environment.
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
- 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 (Key Distributor) and at POP (Point of Purchase) 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 and 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.
Experiences & Qualifications
- At least 3 years Sales experience with minimum 2 years in FMCG environment.
- Bachelor’s degree in business management or economics.
- 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 Organization.
- Development of Customer/Channel Investment Strategy.
- Developing Customer Relationships.
- Team management and Strong organizational capacity.
- Retailer Understanding.
