Territory Manager - Kitale, Webuye & Lodwar

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.

CATEGORY/FUNCTION INTRODUCTION

CBD owns the relationship with customers and the development of the Joint Business Plan with each customer. They are also responsible for delivering sustainable and profitable growth across all retail touchpoints.

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 are passionate about developing and executing sales strategies, meet and exceed sales targets, building and maintaining strong customer relationships, analyzing sales data and ensuring efficient sales operations   then this role is just for you!

WHAT WILL YOUR MAIN RESPONSIBILITIES BE

• Determine infrastructural requirement of a distributor for a particular territory including working capital required.

• Determine and prepare distributor sales and KPI targets using the Joint Business Plan toolkit.

• Ensure that working capital is effectively managed by constantly monitoring stocks, debtors and cash positions to meet the right norms.

• Build excellent relationships at KD and at POP level   

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

• Set targets for all distributor team and review performance constantly through market floor meetings to ensure target achievement.

• Ensure that KD is profitable by using the ROI toolkit to monitor income and expenditure and report on monthly actions to improve.

• 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

• Ensure the availability of the right product assortment at the right channel at the right price.

• Ensure achievement of the Field capability score by meeting targets for coverage, lines per call and bill productivity

• Building capability of distributor sales team through full day sales accompaniment and field coaching.

• Submission of weekly and monthly reports – weekly sales report, ROI and profitability report, working capital analysis report and safety reports

Experiences & Qualifications

• At least 3 years Sales experience with minimum 2 years in FMCG environment

• Bachelor’s degree in business management or economics

• Strong excel skills & analytical skills

Skills

• Customer management and selling essentials

• Point of purchase execution and monitoring skills ·

• Development of sales infrastructures and Organization ·

• Development of Customer/ Channel Investment Strategy ·

• Developing Customer Relationships ·

• Team management and Strong organization capacity

• Retailer Understanding

Leadership

• You are energized by delivering fantastic results. You are an example to others – both your results and your resilience. You are constantly on the lookout for better ways to do things, engaging and collaborating with others along the way.

• As an individual you are the one responsible for your own wellbeing and delivering high standards of work. You must also focus on the Consumer and what they need. You are humble and have your head up, looking around to interpret evidence and data smartly, spot issues and opportunities to make things better.

• Critical SOL (Standards of Leadership) Behaviors

• PASSION FOR HIGH PERFORMANCE: Takes personal responsibility and accountability for execution and results. Has an owner’s mindset, using data and insight to make decisions.

• PERSONAL MASTERY: Sets high standards for themselves. Actively builds own wellbeing and resilience.

• CONSUMER LOVE: Whatever their role, always looks for better ways to serve consumers. Invests time inside and outside to understand the needs of consumers.

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

• AGILITY: Explores the world around them, continually learning and developing their skills.

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.