Territory Manager - Masaka

Unilever is currently hiring for: Territory Manager - Masaka

Function: Customer Development

Reports to: Area Sales Manager Nairobi

Scope: Kenya

Location: Nairobi

Terms & Conditions: Full time

ABOUT UNILEVER

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.

CATEGORY/FUNCTION INTRODUCTION

Customer Development owns the relationship with customers and the development of the Joint Business Plan with each customer. They are also responsible for delivering sustainable and profitable growth across all retail touchpoints.

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, meet and exceed sales targets, building and maintaining strong customer relationships, analyzing sales data and ensuring efficient sales operations   then this role is just for you!

WHAT YOUR MAIN RESPONSIBILITIES WILL BE

• Delivery of territory secondary sales target. through KD teams

• Drive KPI delivery.

• KD operation supervision on the route: use of HHTs / printers , itineraries, trade pricing , TPM

• Target setting, performance analysis action planning and admin

• KD compliance to Unilever requirements including KD territorial integrity, reporting, payment to UUL, KD investment in staff, vehicles, warehousing, stock, IT equipment,

• Customer service

• Market development via extension of coverage and other growth initiatives

• Input for KD appointment : prospecting, territory demarcation, continuous KD appraisal, compliance deadlines, , termination & replacement recommendations

• KD ROI; data entry, analysis, improvement plan and execution

• KD Staffing : deployment, supervision, appraisal and discipline

• Territory budget management

• Communication and implementation of company activities

• Stock management: Physical & system stocks, delivery follow up, KD OOS

• Sales input into S& OP

• Claim validation & approval

• Manage trade visits

• Oversee interactions with all third party & government agencies

• Champion area safety agenda

Main accountabilities

• Turnover / Volume growth

• Improved FCS score (BP, ECO, LPPC)

• Numeric distribution

• KD health – working capital

• KD operational efficiency

Experiences & Qualifications

• Degree preferably in Business or the Social Sciences

• Minimum of 3 years-working experience in FMCG organisation,

• At least 2 years field experience in the Customer Management function

Skills

• Strong organization capacity

• Implementation discipline

• Must be able to communicate clearly, concisely and persuasively orally and in writing.

• Good interpersonal relationships – demonstrate skills in building and maintaining productive relations with people.

• Customer management and selling Essentials

• POP execution and Monitoring

• Development of sales infrastructures and Organisation Development of Customer/ Channel Investment Strategy

• Developing Customer Relationships

• Field sales management Selling

• Negotiation skills

• Financial and analytical skills  

• Customer’s organisational awareness and people oriented

• Third party management

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.

Unilever embraces diversity and encourages applicates from all walks of life! This means giving full and fair consideration to all applicants and continuing development of all employees regardless of age, disability, gender reassignment, race, religion or belief, sex, sexual orientation, marriage and civil partnership, and pregnancy and maternity. 

Unilever is an organisation committed to equity, inclusion and diversity to drive our business results and create a better future, every day, for our diverse employees, global consumers, partners, and communities. We believe a diverse workforce allows us to match our growth ambitions and drive inclusion across the business. At Unilever we are interested in every individual bringing their ‘Whole Self’ to work and this includes you! Thus if you require any support or access requirements, we encourage you to advise us at the time of your application so that we can support you through your recruitment journey.