DT Senior Executive

JOB PROFILE

Company : Unilever Services (Lao) Sole Co. Ltd    

Business Function             : CBD                                                      

Job Title                              : DT Senior Executive (Province Based)

Reporting to                       : Area Sale Manager

Overview:

Unilever is one of the World's leading consumer goods companies, making and selling around 400 brands in more than 190 countries worldwide. With the key vision of making sustainable living commonplace, 2.5 billion people use our products to look good and get more out of life every day. We have been operating as Unilever (Cambodia) Limited since 2003 and have grown rapidly to become one of the leading companies in Cambodia. Our brands such as Viso Pises, Breeze, Comfort, Sunlight, Lux, Ponds, Vaseline, Citra, Sunsilk, Clear, Dove, Close up, Knorr, Best Food, Lipton, and Wall’s are widely available throughout the Kingdom and are the market leader in the category.

Main Duties and Responsibilities:

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.

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.

Skills and Qualifications:

• Bachelor's degree in a relevant field.

• 5+ 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.

Job Details

Job Title         : Business Development Manager (Laos)

Grade : 1C

Report to        : Business Development Lead (CnL)

Function         : CBD

Location         : Vientiane, Laos

Unilever is one of the World leading consumer goods companies, making and selling around 400 brands in more than 190 Countries worldwide. With the key vision of making sustainable living commonplace, 2.5 billion people use our produce to look good and get more out of life every day. We have been operating as Unilever (Laos) Limited since 2019 and have grown rapidly to become one of the leading companies in Laos. Our brands such as Omo, Breeze, Comfort, Sunlight, Lux, Ponds, Vaseline, Citra, Sunsilk, Clear, Dove, Close up, Knorr, Jok, Best Food, Lipton, and Wall’s are widely available throughout the country and are market leader in the category.

Main Duties and Responsibilities:

With the purpose of growing business, Unilever also provides good experiences in developing people. To work with strong, agile stake holders, and Distributors. Business Development Manager will be the one who have to be outspoken and proficient in analyzing data. This role is mainly on oversee current and future setting up fundamentals of Distributor standards and should spend time mostly on analyzing the results and outcomes of execution in the market and to find things out on the white spaces that we must improve on the business besides day-to-day operation, and finding opportunity through difference business model on how to leverage and accelerate to support business stronger and faster with most effective and efficiency relevance with local context and competition.

• DT Profitability and healthiness level of DT ROI.
• Review current and propose Setting up ideal business model. Standards structure, route to market for Unilever Distributor, trade term and conditions.
• Keep monitoring, evaluate on the KPI of Distributor and Distributor team
• Analyze on the results to find gap and opportunity, be able to connect the dot and bring and lead to the discussion table with replated stakeholders.
• Come up with plans to land the possible opportunities of Distributor by reviewing Distributor manpower, infrastructure, capability also need to lead on territory management by analyzing regional sales by area along with the performance monthly monitoring on KPI of each team (monthly / Quarterly / Yearly basis)

Job Requirements:

The ideal candidate needs good interpersonal skills, time management and task prioritization skills with strong data analytics and critical thinking.

• Bachelor’s degree or higher in sales/marketing or business perspective.
• Minimum 3- 5 years working experience in similar role and/or Sales Force/Trade/Channel Marketing in FMCG Industry.
• Excellence of communication in English both written and spoken.
• Excellence of operating computer such as Excel, Data Analysis, PowerPoint, and Outlook, Power BI (additional benefit to the CV)
• General understanding about project management
• Ability to work individually and being also a good team player.
• Curious and keen to learn more to improve personal and team capacity.
• Great interpersonal and influencing skills.
• Hight agility, commitment, resilience and great discipline
• Knowledge in e/d-commerce platform would be a plus

HOW TO APPLY?

The Interested candidates are invited to apply online and submit your updated resume to Unilever Careers Site.

Your application will be reviewed against our requirements and only shortlisted candidates will be contacted.

If you have any questions about your application, please kindly contact our HR team via Recruitment.Laos@unilever.com

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.