Area Sales Manager

Job Title: Area Sales Manager

Function: Customer Development
Reports to: National Sales Manager
Location: Cambodia

About the Role

We are looking for an experienced and results-driven Area Sales Manager to lead and manage a large sales team across an assigned geographical area.

The role is responsible for driving sales growth, strengthening product distribution and visibility, optimizing outlet coverage and territory management, and increasing market share.

The ideal candidate brings strong leadership and commercial capabilities, with a solid understanding of FMCG sales operations, distributor management, working capital, and ROI.

Key Responsibilities:

Sales Strategy & Execution

• Develop and execute sales strategies by translating monthly Customer Development priorities and company strategy into strong market execution.
• Set sales targets and objectives for the assigned area and closely monitor performance against targets.
• Provide clear direction and support to Unilever and distributor sales teams to identify opportunities and drive sales.
• Conduct regular market visits to monitor product availability, visibility, promotions, and monthly campaign execution.
• Monitor sales activation activities and support relevant MDM programs to strengthen brand penetration and increase market share.
• Analyze sales and market data across channels and categories to identify gaps, trends, and growth opportunities.

Team Leadership & Development

• Recruit, train, coach, and motivate a high-performing sales team.
• Set clear performance expectations and regularly review team performance.
• Provide coaching, guidance, and feedback to maximize individual and team effectiveness.
• Build a positive, collaborative, and results-driven team culture.

Customer & Distributor Management

• Build and maintain strong relationships with key customers, distributors, retailers, and business partners.
• Monitor customer satisfaction and address concerns or operational issues promptly.
• Stay informed about market trends, customer preferences, and competitor activities to identify new business opportunities.

Territory & Outlet Management

• Develop and implement effective outlet coverage across direct and controlled stores.
• Ensure the right journey plans, visit frequencies, and territory coverage are established and effectively executed.
• Strengthen sales fundamentals through continuous improvement of Field Capability Score (FCS) KPIs.

Sales Performance, ROI & Working Capital

• Prepare accurate sales forecasts, budgets, and performance reports for the assigned area.
• Analyze sales performance, market trends, and competitor activities to identify improvement opportunities and develop action plans.
• Participate in monthly business reviews with distributors to identify performance gaps and opportunities and ensure key KPIs are delivered.
• Analyze distributor ROI, working capital, cash flow, and profitability together with distributor owners to support sustainable business performance.

Key Stakeholders

• Customer Development Operations
• Distributor Development
• Customer Development Excellence
• Customer & Strategic Planning (CSP)
• Channel Development
• Distributors and retailers
• Sales and agency teams
• Marketing
• Supply Chain
• Finance

What We’re Looking For

• Bachelor’s degree in a relevant field.
• 7+ years of sales or related experience, preferably within the FMCG industry.
• Strong experience in sales strategy development and execution.
• Proven track record of delivering sales targets and driving business growth.
• Strong team leadership, coaching, and people management capabilities.
• Strong customer and distributor relationship management skills.
• Good analytical skills with the ability to interpret sales data and market trends.
• Strong communication, influencing, and negotiation skills.
• High level of commitment, discipline, and resilience with a results-oriented mindset.
• Familiarity with sales reporting, forecasting, and performance analysis.
• Ability and willingness to travel regularly within the assigned area.

Why Join Us?

This is an opportunity to take ownership of a key sales territory, lead and develop a strong field sales organization, and directly contribute to business growth through excellent execution, customer partnerships, and distributor performance.

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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