Territory Manager - Ukunda

About the Role

Unilever is looking for a dedicated Territory Manager based in Ukunda, Kenya. This permanent full-time position, reporting to the National Sales Manager in the Customer Development function, offers an opportunity to contribute to both business growth and social impact by driving sales strategies, surpassing targets, strengthening customer partnerships, and optimizing sales operations.

Key Duties and Responsibilities

• Assess distributor infrastructure needs by territory, including required working capital.
• Set sales and KPI objectives for distributors utilizing the Joint Business Plan framework.
• Monitor and manage working capital effectively by overseeing stock levels, receivables, and cash flow compliance with set standards.
• Develop strong relationships at Key Distributors (KD) and Point of Purchase (POP) locations.
• Recruit, train, and develop distributor teams with adequate skills and numbers to achieve targets.
• Set performance targets and regularly review them via market floor meetings to ensure goals are met.
• Ensure profitability of Key Distributors using the Return on Investment toolkit and report monthly on improvement measures.
• Submit weekly KD extract reports supporting order placements.
• Create beat plans for KD sales representatives to guarantee comprehensive and effective territorial coverage across all product categories.
• Engage in prospecting, negotiating, and local action initiation consistent with company policies.
• Ensure availability of appropriate product assortments, pricing, and channel placement.
• Achieve Field capability score targets focusing on coverage, lines per call, and billing productivity.
• Enhance distributor sales team capabilities through comprehensive daily accompaniment and field coaching.
• Provide weekly and monthly reports including sales, ROI and profitability, working capital analysis, and safety.

Qualifications and Experience

• Minimum of three years' sales experience, with at least two years in the FMCG sector.
• Bachelor’s degree in business management or economics.
• Proficient skills in Microsoft Excel and strong analytical capabilities.

Core Competencies and Skills

• Customer relationship management and fundamental selling skills.
• Expertise in point-of-purchase execution and monitoring.
• Experience in developing sales infrastructure and organizational setup.
• Ability to craft and implement customer/channel investment strategies.
• Proven skills in building and nurturing customer relationships.
• Capacity for team leadership and organizational management.
• Understanding of retail operations and dynamics.

Unilever Behavioral Expectations

• Care Deeply: Commitment to exceptional consumer brand experience, employee development, and social responsibility, combined with a strong drive for performance.
• Focus on What Counts: Prioritize critical tasks with excellent execution, establishing clear objectives and recognizing impactful contributions.
• Stay Three Steps Ahead: Exhibit bold creativity and curiosity to anticipate consumer needs and industry trends, consistently outpacing competitors.
• Deliver with Excellence: Embrace accountability and responsibility for delivering high-quality results promptly.

Inclusion and Diversity

Unilever is devoted to fostering equity, inclusion, and diversity, underlining the importance of bringing one’s whole self to work. The organization encourages candidates requiring support or accommodations during the recruitment process to communicate their needs for appropriate assistance.