Distributor Assistant Manager

About Unilever

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. You will work on brands that are loved and improve the lives of our consumers and the communities around us. You will lead innovations, big and small, that will make our business win and grow. You will learn from brilliant business leaders and colleagues who provide mentorship and inspiration so that you can become a better you.

Main Job Purpose:

The Distributor Assistant Manager will be responsible for leading and managing a sales team within a designated territory of distributors. The primary objective of this role is to drive sales growth, ensure great product distribution, visibility, optimize effective coverage with great territory management and increase market share.
The ideal candidate should possess strong leadership skills, exceptional sales/ business acumen, and a deep understanding of working capital, ROI and operation in the FMCG industry.

What Will Your Main Responsibilities Be:

Sales Strategy and Execution

• Implement effective sales strategies to drive business growth by translating monthly CD priorities & company strategy into great execution.
• Set sales targets and objectives for the assigned distributors and monitor the performance of the sales team to ensure targets are achieved.
• Provide clear guidance and support to front liners (distributor sales team) and identifying sales opportunities, negotiating deals, and closing sales.
• Conduct regular market visits to monitor in-store product availability, visibility, promotional & monthly campaign activities.
• Monitoring sales activation and support all MDM program to build brand penetration and increase market share.
• Analyze market data and sales reports to identify trends, gaps, and spot on opportunities through channel, category lens to maximize sales.

Team Management and Development

• Work with distributor team to recruit, train, and motivate a high-performing sales team.
• Set clear performance expectations and conduct regular performance evaluations.
• Provide coaching, guidance, and feedback to maximize individual and team performance.
• Foster a positive and collaborative team environment.

Customer Relationship Management:

• Build and maintain strong relationships with key customers and business partners.
• Monitor customer satisfaction levels and promptly address any concerns or issues.
• Stay updated on market trends, customer preferences, and competitor activities to identify new business opportunities.

Territory and Outlet Management:

• Develop and implement effective outlets coverage (direct & controlled stores), giving clear direction and monitoring to ensure right PJP/ frequency setting in assigned distributors.
• Build strong fundamentals of sales through FCS (Field Capability Score) KPIs improvement.

Sales Reporting and ROI/ Working Capital Analysis:

• Prepare accurate sales forecasts, promotion plan and reports.
• Analyze sales data, market trends, and competitor performance to identify areas for improvement and develop appropriate action plans.
• Join monthly business review with distributor to identify gap and opportunity, ensure all monthly KPIs are delivered as plan.
• Support RSMs on distributor ROI data and working capital analysis, to ensure stability of good cash flow management, and healthy profitability.

Experiences & Qualifications
WHAT YOU WILL NEED TO SUCCEED

• Bachelor's degree in a relevant field.
• Preferably with 5 plus years of experience in sales or related roles, preferably in the FMCG industry.
• Strong fundamental of sales operation and great discipline in execution leading.
• Proven track record of achieving sales targets and driving business growth.
• Excellent team management and leadership abilities.
• Strong customer relationship management skills.
• Analytical mindset with the ability to interpret sales data and market trends.
• Effective communication and negotiation skills.
• High commitment, great discipline, resilience, result-oriented and able to work under pressure.
• Familiarity with sales reporting and analysis.
• Adaptability and willingness to travel within the assigned area.

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.

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.