Drive secondary sales and (primary sales) through proper funds management of distributors to ensure Unilever’s products are available and visible to the consumers of the assigned Area.
Improve Capability of Territory managers, distributors and distributor’s sales force through coaching and accompaniment to ensure optimal implementation outcomes of company’s trade activities and merchandising plans across all relevant channels.
4 Key Focus Areas:
Availability:
Right assortment
Through optimum coverage
Efficient use of Resources
Drive core of the core, NPD and promotions
Visibility:
Planogram implementation
Win hotspots
Use of Merchandising material -Point-of-sale-marketing (POSM Deployment)
Share of shelf
Profitability:
Ensure return on working capital, investments model and ensure communication of value proposition to the customers
EDGE – Every Day Great Execution:
Regular reviews of area execution KPIs
Ensure accuracy of outlet universe records
Look for opportunities to reach through Route-to-Market
Oversee Trade Activations in assigned area
Focus on growth patterns of major categories & channels & customers
Supervise activities of the FSEs/TMs, KDs and oversee third-party contractors in assigned area.
Effectively translating country/regional Customer Development plan into actionable territory plan to deliver secondary sales target.
Effectively and efficiently use of resources allocation and using them to ensure Key Distributors (KD) profitability within the assigned areas while delivering quality of sales through 100% Field Capability Scores achievement.
Evaluating Areas’ performance against action plan
Better Stores:
Setting up and optimising the sales infrastructure-Territory-Distributor and Channel Outlet
Understanding the Channel Plans and develop implementation plans
Driving visibility and channel plans – develop key metrics to monitor implementation and final desired outputs
Understanding competitive context and activity and give market feed-back to the Marketing team.
Better Served:
Actively supporting marketing in effectively landing activities on the field.
Ensuring orders by stores with the area 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
Target Achievement:
Drives 100% achievement of all KPIs within the assigned area 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/depth targets for key promoted SKUs
Launch/Re-launch:
Delivering width, depth, Visibility
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 regional and channel managers.
Channel program:
Driving width of acceptance of the channel program as well as width of achievement of parties enrolled in the program
Instore execution:
Execution of perfect stores programmes to win at point of sales
Business environment:
Distributor Management:
Distributor appointment
Regular stock taking & system reconciliation
JBP Execution
Route optimization and PJP hygiene
Driving assortments across all stores
Addition of new stores that may open in the market
Satisfactory levels of secondary CCFOT
Resolution of claims settlements
Ensuring quality of products on shelf and at KDs
Identifying whitespaces/opportunities and ensuring coverage
Competition Intelligence
DSR training/development
DT Controls
Performance assessment
Customer service
LeverEdge Hygiene and compliance
Trade Servicing: DTs in the area 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.
Territory manager is the eyes and ears on the battlefield and hence must always be on the look out for competitive intelligence like:
Price changes
Consumer promotions
New distribution strategies
New channel programs
Sampling activities by competitors
Wholesale trends
New launches
Any activity observed should be reported to the line manager at the earliest.
Measures of Success
Secondary sales
(Primary sales)
Effective coverage
LPPC achievement
Bill Productivity
Numeric & Weighted Distribution
Assortment growth
Cash collection
KD profitability (Total Area)
Talent Catalyst (Team Capability Development)
Key Stakeholders:
Team Purpose:
CD Finance
CD Operations
CSP team
3rd party (CMIH)
SC Team (CFS)
HR
On time and in full delivery of stocks
TM and DSR capability insights
ASM/ RSM
KD / Wholesalers/ Sub-Ds KDSR
Delivering Sales
KD profitability
Order to cash
Channel/Category insights
In store execution
Experiences & Qualifications
Minimum of 5 years experience in Sales or Channel Management
Required Skills:
Strong leadership skills – ability to coach and empower.
Strong interpersonal skills and builds relationship across Route-to-Market value chain
Produces consistent results
Ability to take critical initiative
Strong Business Acumen
Highly creative and entrepreneurial
Great insights about the business in territories including what are the key challenges and opportunities for Unilever.
High integrity in doing business
A problem solver and approachable leader
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) Behaviours:
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.
Interested and Qualified Candidates Should Apply Here
Ameenah Hassan
Ameenah Hassan is a content writer with experience in public relations. She has contributed to Arbiterz since 2021, writing research-based news and features on business. She is currently pursuing a degree in Mass Communication at the University of Lagos.
