Territory Manager - Unilever

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.

Job Purpose

The TM role is a key role assigned a designated territory to manage. He/she is responsible for managing the assigned territory, key distributor team to deliver their metrics. To lead the management of the distributor and with respect to infrastructure, process, and overall operations to ensure outstanding implementation channel specific of brand/category and POP vision, while ensuring agreed ROI and distribution objectives.

Distributor Management

WHAT WILL YOUR MAIN RESPONSIBILITIES BE

• Understand the impact of geographic, and demographic factors on the retail environment and assess customer and channel attractiveness
• Carry out strategies formulated by the line manager in assigned areas.
• Assist in the determination of channel priorities based on brand/channel objectives and implement action plans
• Interpret findings shopper insight into local context/activity and identify trends, provide inputs to category managers to identify new opportunities.
• Identify opportunities and develop a business plan by distributor aligning with the company sales plan/strategy
• Monitor customer for achievement of target and maintenance of agreed ROI and suggest alternatives.
• Build and maintain relationships with key customers in the area

• Understand the POP vision by channel and evaluate the quality of implantation and suggest/drive corrective action.
• Analyse category/brand/SKU performance and prepare customer-specific sales plan to achieve brand objectives.
• Monitor implementation of channel-specific activities and report performance. Take initiative for improving efficacy.
• Make recommendations to improve availability, and visibility (initiatives at the distributor end)
• Roll out and monitor visibility improvement initiatives.
• Manage resources such as Distributors, distributor managers, Sales representatives and 3P’s (Merchandising) Leadership & Team Management
• Motivate and leads the team and activates relevant network to assist in achievement of objectives. Ensures implementation of appropriate company guidelines.
• Develop and train your team, distributor operation managers and the distributor sales representatives.
• Identify opportunities and develop a business plan by distributor each year
• Help team identify resources and infrastructure gaps and correcting them by monitoring implementation of business plan, volume, value, growth, infrastructure, and resources.
• Recommend capability development initiatives through coaching, sharing best practices.
• Review teams target against performance aligning with Regional Sales Manager
• Identify, plan and implement actions to assist in performance improvement of team through coaching, guidance, delegation, recommendation to training, projects etc.

What You Need To Succeed

• Collaborative – works with CD leadership Teams, HR Business Partners, and other key stakeholders.
• Organized – Anticipates needs and issues.
• Talent building – spot and nurture talent
• Efficient – Resource Management and Project Planning
• Professional skills in learning & Program management (learning)
• Change management.
• Communication & Presentation skills
• Coaching, Teaching and Training abilities
• Leadership Capabilities

Experiences & Qualifications

• Minimum 5 years of experience in sales.
• FMCG experience is desirable
• University Graduate (Postgraduate qualification is Optional)
• Organizational awareness – Understand Unilever tools and best practices
• Experienced Leading teams
• Experience working in cross-functional teams within a matrix environment both F2F and virtually.
• IT skills, Excel, PowerPoint
• Team Building & Alignment

Skills

• Field sales Skills
• Project/Innovations management
• NRM
• Stakeholder management
• Design 4 Channels
• Strong Business & Finance Acumen
• Digital & Analytical Skills
• People Management and Leadership Skills
• Passion for growth
• Consumer Love
• Agility
• Personal Mastery