Area Sale Manager - MT

OB PROFILE

Company                             : Unilever Cambodia                                               

Business Function              : Refreshment – Ice Cream                                             

Job Title                              : Modern Trade Manager in Cambodia          

Reporting to                       : Country Lead CnL

Work Location                    : Head Office Cambodia. Field Sales team

Overview:

Modern Trade Lead in Cambodia is responsible to driving sales and leading the team in the MT, building great and sustainable relationships with the customers, ensure Availability, Visibility, Assortment and Merchandising for all brands and drive his/her team to achieve the targets.

The role will lead end to end for modern trade business in Cambodia from channel planning to in store execution, sales delivery and budget management for moder trade channel.

Main Duties and Responsibilities:

• Leading the crafted strategic modern trade channel growth, from strategy to execution and budget management.
• Develop & implement Joint Business Plan for the respective chain in-line with the overall Modern Trade strategies & Customer’s Business Mission to win the “Hearts & Pockets” of our customers.
• Lead the team to achieve channel sales target via MT growth strategy that allow win-win for both Unilever and customers.
• Leading the engagement, establishing the relationship with MT customers and business partners
• Negotiating & closing deals at multiple levels (Vertical/ Horizontal) of Customer Organization and strengthening balance of power through strategic influence & leveraging brand muscles. 
• Develop & implement customer marketing plans in line with company strategy.
• Develop and implement marketing activities via customer collaboration. 
• Ensure implementation of all national launches/re-launches in MT.
• Manage P&L of MT channel, closely work with finance
• Managing supply chain interface & customer service to become the #1 supplier across MT
• Monitor customers’ financial status/stability in order to ensure OTIF payments.
• Regular communication to the customer on Availability, Visibility, Assortment & Merchandising (AVAM) to achieve presence for all UL brands.
• Generate and lead for generating shopper and customers insights in order to plan channel/customer marketing strategy.
• Continued focus on competitor activities/behaviors in the marketplace.
• Develop and coach team members in MT and drive the capability accelerating agenda of both internal team and business partners
• Manage and lead distributors that cover in Modern Trade channels.

Skills and Qualifications:

• Problem Solving - Use strategic influence to resolve conflict of interest with the customers, critically analyses business trends and apply strategic planning to match company growth targets, ensure team spirit through leading the team by example and resolve inter group conflicts.
• Change Management - Instill ‘Coaching Culture’ in the team and nurture freedom through responsibility, continuously enhance personal skills of the team to meet the future customer and market demands, Groom the team to apply IT solutions as a business building tool, Obtain the maximum competitive advantage with customers by implementing retail solutions.
• Have an entrepreneurial spirit with resourcefulness and a sustainable outlook
• Able to make decisions despite uncertainty with rationality, logic, and trend
• Comfortable with number and data learning and management
• Learning agility and adaptability in a demanding and fast-paced environment
• Good written and verbal communication in both Khmer and English
• A generalist with learning and experience in the below field (but not a requirement): business administration, management, marketing, sales.

Key Stakeholders

• BU and CSP Lead (Internal)
• Supply Chain, Finance, and Marketing (Internal)
• Distributors, and MT customers (External)

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.