Territory Manager Wofa Kumah

Unilever is currently hiring for a Territory Manager

Function: Customer Development 
Reports to: Regional Sales Manager
Location:  Ghana (Wofa Kumah)
Terms & Conditions: Full time, onsite

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

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 CAN: Drive secondary sales by making Unilever’s products available and visible to the consumer for the assigned territory. Manage distributors and distributor’s sales force and ensure optimal implementation of company’s trade activities and merchandising plans across all relevant channels to execute joint business plans aligned with business goals, this is the role just for you! 

RESPONSIBILITIES:

• Drive 100% achievement of all KPIs within the assigned territories using the Joint Business Plan toolkit within the assigned territories and all relevant channels.

• 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-Distribution and Mainstream routes to market.

• Ensure use of HHTs to meet all store specific tasks

• Ensure right merchandizing tasks are executed by merchandisers supported by Sales Representatives.

• Maximise the number of perfect stores under your territory coverage.

• Ensuring orders are fulfilled in full on time and 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

• Ensure Optimization of Distributors’ TTS (Trade Term Spend) through effective management of working capital by constantly monitoring stocks, debtors and cash positions to meet the right norms.

• Set up the distributor team by recruiting the right skills, right numbers and training through field coaching to deliver assigned targets.

• Cascade and drive targets for distributors’ team and review performance constantly through market floor meetings to ensure target achievement.

WHAT YOU NEED TO SUCCEED

• 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

• Build excellent relationships at KD and at POP level Ensure weekly submission of KD extracts used in raising orders for the KDs

• Prepare beat plans for KD sales team to ensure effective & efficient coverage of assigned territory with all product categories

• Prospects, negotiates and initiates local actions in line with company policies

• 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

Experiences & Qualifications

• 3-5 years of field sales experience (FMCG experience is desirable)

• Tertiary Qualification is Essential

• Strong knowledge of Route-to-Market value chain

Skills ​

• Communication skills  ​

• Strong Negotiation Skills  ​

• Relationship and stakeholder management skills  ​

• Problem solving skills  ​

• Coaching and People management skills  ​

• Strong CD customer/operational experience   ​

• Activation planning and implementation skills  ​

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

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.