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Regional Sales Manager

Job ID:
R-28581
Category:
Customer Development
Location:
Kuala Lumpur, Kuala Lumpur;
Skudai, Johor
Date posted:
01/16/2022

The Purpose of Role:

Execute Unilever Food Solutions (UFS) national sales objectives and growth targets by leading and coaching the sales force. The role is to lead an execution powerhouse and increase the relevance of our solution. To provide overall leadership and governance of the sales organization. To deliver targets of key UFS Categories in the right strategy creation and execution

Team Structure:

  • Reporting to: Head of Sales

  • Direct reports: Distributor/Key Account Manager

Key Responsibilities:

Business Planning

  • Preparation of  Market Potential Analysis

  • Ensure alignment of targets vs. Market Potential (Universe and Targeted Universe)

  • Identify cost efficient market coverage in terms of reach, frequency of visit and optimal sales team deployment

  • Assessing market dynamics like competitors moves, customer thrust, area and regional complexities

  • Ensure alignment with distributor and customer strategy and plans for profitability and sustainable growth

  • Constantly reviews (Quarterly) and monitors distributors and customer performances and capability to ensure targets and objectives are met.

People and Region Development

  • Conducts sales trainings and coaching to all levels of field personnel

  • Conduct sales meeting and business reviews to appraise performance in line with assigned roles and sales objectives and formulate action plans to achieve them

  • Accountable for building sales talent, career roadmap for sales team in that assigned region

Controls

  • Audits total distributor operations in terms of alignment to capacity review and agreed infrastructure

  • Ensures accuracy and timely submission of data submitted to head office

  • Monitors and evaluates utilization of Unilever IT systems in compliance to Distributor Agreements

  • Distributor Agreement signing, processing, and enforcing

  • Ensures the Distributors’ compliance to the required Bank Guarantees, and implements the necessary action for NON-compliance (e.g. stoppage of deliveries) (Annually)

  • Ensures timeliness in distributor payment to Unilever

  • Monitors and controls Credit Notes and Debit Notes applied to distributor invoices

Travel:

50% of traveling time is required.

Essential Experience/Skill/Knowledge:

  • Experienced in FMCG or Food Service background.

  • Customer development experience in a supervisory role.

  • Good understanding of the Malaysian Food Service market.

  • Proven track record in sales, preferably in the Food Service Industry.

Desirable Experience/Skill/Knowledge:

  • Bachelor’s degree in Sales/Marketing/Culinary or Catering disciplines is preferred.

  • Passion for Growth: to demonstrate a “Can-Do“ attitude and leadership to reach outstanding growth levels, able to gain team commitment: to demonstrate high effectiveness in Team Leadership.

  • Change Catalyst: To initiate and drive necessary changes.

  • Strong selling and influencing skills.

  • Good communication skills.

  • Strong Interpersonal skills.

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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