Senior Area Sales Executive

Job Title: Senior Area Sales Executive

Location: Phnom Penh, Cambodia
Function: Customer Development (Sales)
Reports To: Territory Sales Manager / Regional Sales Manager

ABOUT THE ROLE

At Unilever, we are committed to building brands that improve everyday life. As a Senior Area Sales Executive, you will play a critical role in driving business growth, strengthening our market leadership, and ensuring exceptional execution across the General Trade channel.

You will be responsible for leading distributor performance, expanding distribution reach, coaching frontline sales teams, and delivering outstanding in-market execution to achieve sustainable growth within your assigned territory.

This role is ideal for sales professionals who thrive in a fast-paced environment, enjoy building winning teams, and are passionate about delivering commercial results.

KEY RESPONSIBILITIES

Deliver Outstanding Sales Performance

• Drive achievement of monthly, quarterly, and annual sales targets.
• Accelerate volume growth, revenue generation, and market share gains.
• Ensure strong and consistent sell-in and sell-out performance.
• Identify opportunities to maximize category and customer growth.

Expand Distribution & Market Reach

• Grow Numeric Distribution (ND) and Weighted Distribution (WD) across assigned territories.
• Identify and develop new retail outlets and business opportunities.
• Expand penetration into priority, underdeveloped, and emerging markets.
• Ensure optimal product availability across key channels and customers.

Lead Best-in-Class In-Store Execution

• Ensure excellent execution of merchandising standards, planograms, and visibility initiatives.
• Drive deployment of promotional activities, pricing programs, and trade campaigns.
• Maintain high levels of On-Shelf Availability (OSA) and share of shelf.
• Execute category growth initiatives that enhance shopper experience and sales.

Strengthen Distributor Performance

• Manage and develop relationships with assigned distributors.
• Monitor inventory levels, stock health, and replenishment cycles.
• Ensure effective stock rotation and product freshness management.
• Support strong distributor financial management, including collections and credit compliance.

Develop High-Performing Sales Teams

• Lead, coach, and develop Distributor Sales Representatives (DSRs) and field sales teams.
• Conduct regular market visits, field coaching sessions, and joint customer calls.
• Establish clear KPIs and performance expectations.
• Build capabilities through continuous feedback, coaching, and training.

Optimize Route-to-Market Effectiveness

• Improve territory coverage, route efficiency, and call productivity.
• Identify and address distribution and execution gaps.
• Ensure effective deployment of resources to maximize sales opportunities.
• Drive continuous improvement in route-to-market performance.

Generate Market & Competitive Insights

• Monitor competitor activities, pricing strategies, promotions, and market movements.
• Collect customer and shopper insights to identify growth opportunities.
• Provide accurate sales forecasts, business reports, and performance updates.
• Translate market insights into actionable business recommendations.

Build Strong Customer Relationships

• Develop trusted partnerships with retailers, wholesalers, and key trade customers.
• Resolve customer concerns promptly and professionally.
• Identify opportunities to strengthen customer loyalty and business growth.
• Act as a key ambassador of Unilever brands within the territory.

KEY REQUIREMENTS

Experience & Qualifications

• Bachelor's Degree in Business, Marketing, Management, Economics, or a related field.
• Minimum 2–5 years of experience in FMCG Sales, preferably within the General Trade channel.
• Strong experience in distributor management, field sales execution, and territory management.
• Demonstrated track record of delivering sales growth and achieving targets.

Skills & Competencies

• Strong commercial and negotiation skills.
• Excellent field execution and executional excellence mindset.
• Proven leadership, coaching, and team management capabilities.
• Strong analytical, problem-solving, and decision-making skills.
• Effective stakeholder management and relationship-building skills.
• Excellent communication and presentation abilities.
• Resilience, agility, and a strong results-oriented mindset.
• Ability to thrive in a dynamic and fast-paced environment.

Success Measures

You will be evaluated on:

• Sales Target Achievement
• Volume and Value Growth
• Numeric Distribution (ND) & Weighted Distribution (WD)
• On-Shelf Availability (OSA)
• Outlet Coverage & Call Productivity
• Strike Rate & Sales per Call
• Visibility and Execution Compliance
• Distributor Performance & ROI
• Team Capability Development
• Market Share Growth

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.