Territory Manager, Port Harcourt 1

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.

JOB PURPOSE

Territory Manager, Port Harcourt 1, is responsible for driving secondary sales by making Unilever’s products available and visible to the consumer for the assigned territory. Managing distributors and distributor’s sales force and ensuring optimal implementation of company’s trade activities and merchandising plans across all relevant channels.

WHAT WILL YOUR MAIN RESPONSIBILITIES BE

1. Sales

Right Stores

• Expand coverage to all viable stores in keeping with territory plans

• Ensure that effective coverage is as close to 100% as possible

• Constantly be on the lookout for new store openings

• Improve controlled coverage through Sub-D and Mainstream

Better Stores

• Ensure use of HHTs to meet all store specific tasks

• Ensure right merchandizing tasks are executed by a merchandiser supported by DSR

• Maximise the number of perfect stores under your coverage

Better Served

• Ensuring orders 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

• Manage KD’s and customer’s complaints

Target Achievement

• Drives 100% achievement of all KPIs within the assigned territories and all relevant channels.

• Optimization of TTS (Trade Term Spend)

2. Execution

 Building Distribution Network by Leveraging Brands

• Driving core of the core/distribution drives/new launches/promotion packs/improve shelf availability for key promoted SKUs / the right assortments into relevant stores

Launch/Re-launch

• 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 area, regional and channel managers.

Instore Execution

• Execution of perfect stores programmes to win at point of sales

• Ensure implementation of in-store objectives during coaching and accompaniment of DSRs.

3.   Business Environment

Distributor Management

• Distributor appointment

• Regular stock taking & system reconciliation

• JBP Execution

• DSR training/development

• DT Controls

• Performance assessment

• Customer service

• LeverEdge Hygiene

Trade Servicing: DT 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.

• Regular coverage of all stores on the beat plan

• On time delivery of stocks to stores

• Addition of new stores that may open in the market

• Satisfactory levels of secondary CCFOT

• On time trade claims settlement to stores

• Ensuring quality of products on shelf and at KDs

Competitive Intelligence

Territory manager is the eyes and ears on the battlefield and hence must always be on the look-out for competitive intelligence like:

• New launches

• Price changes

• Consumer promotions

• New distribution strategies

• New channel programs

• Sampling activities by competitors

• Wholesale trends

Any activity observed should be reported to the line manager at the earliest.

WHAT YOU WILL NEED TO SUCCEED

Experiences & Qualifications

- 2–4 years of experience in Sales.

- Strong analytical and digital skills.

Skills

• Has excellent knowledge about territory management.

• Has a strong rapport and relationship across Route-to-Market value chain

• Strong Business & Finance Acumen

• Great insights about the business in territory including what are the key challenges and opportunities for Unilever.

• High integrity in doing business

• A problem solver and approachable leader

• Excellent negotiation and persuasive skills

• Ability to interpret sales trends & analysis (data analytics)

• Produces consistent results

• KD sales force capability development

Leadership

Demonstrates curiosity and a growth mindset. Collaborates effectively across teams and functions. Takes initiative and ownership of assigned tasks. Build empathy and rapport with internal and external stakeholders. Humility to have your head up, looking around to interpret evidence and data smartly and spot issues and opportunities.

• Critical SOL (Standards of Leadership) Behaviors

  • PERSONAL MASTERY: Sets high standards for themselves. Has emotional intelligence to take feedback, manage mood and motivations, and build empathy for others.

  • PASSION FOR HIGH PERFORMANCE: Generates intensity and focus to motivate people to deliver results at speed. Takes personal responsibility and accountability for execution and results.

  • TALENT CATALYST: Invests in people – coaches individuals and teams to realize their full potential. Creates an inclusive climate, empowering everyone to be at their best.

  • PURPOSE & SERVICE: Has humility, understanding that leadership is service to others, inside and outside Unilever.

  • CONSUMER LOVE: Invests time inside and outside to understand the needs of consumers.

  • BUSINESS ACUMEN: Creates sustainable growth with purpose, engaging different partners across the system for change.

Unilever embraces diversity and encourages applicants 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.

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