Our brands are trusted everywhere and, by listening to the people who buy them, we’ve grown into one of the world’s most successful consumer goods companies.
Look in your fridge, or on the bathroom shelf, and you’re bound to see one of our well-known brands. We create, market and distribute the products that people choose to feed their families and keep themselves and their homes clean and fresh.
People’s lives are changing fast. As the way we all live and work evolves, our needs and tastes change too. At Unilever we aim to help people in their daily lives. So we keep developing new products, improving tried and tested brands and promoting better, more efficient ways of working.
We have a portfolio of brands that are popular across the country. Popular because of our two key strengths:
Strong roots in local markets and first-hand knowledge of the local culture.
World-class business expertise applied internationally to serve consumers everywhere.
Focusing on performance and productivity, we encourage our people to develop new ideas and put fresh approaches into practice. Hand in hand with this is a strong sense of responsibility to the communities we serve. We don’t only measure success in financial terms; how we achieve results is important too. We work hard to conduct our business with integrity – respecting our employees, our consumers and the environment around us.
Unilever is proudly one of the country’s leading suppliers of fast-moving consumer goods in all our three divisions – Foods, home care and personal care.
Foods
We are the largest seller of packet tea with our Lipton brand leading the Foods and Beverages category.
We are the category leader in margarine in the country with the Blueband brand.
In savoury, our Royco and Knorr brands are household names you can’t ignore.
Home & personal care
We are highly visible in the home care market in the country, which includes cleansing and hygiene products.
Our home care products, Omo and Sunlight are household names synonymous with home care.
Within the personal care market, we are very visible with brands like Lux and Pears to help you look and feel good.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 CAN: Drive secondary sales by making Unilever’s products available and visible to the consumer for the assigned territory. Manage distributors and distributor’s sales force and ensure optimal implementation of company’s trade activities and merchandising plans across all relevant channels to execute joint business plans aligned with business goals, this is the role just for you!
WHAT WILL YOUR MAIN RESPONSIBILITIES BE
Drive 100% achievement of all KPIs within the assigned territories using the Joint Business Plan toolkit within the assigned territories and all relevant channels. Ensure that effective coverage is as close to 100% as possible. Constantly be on the lookout for new store openings. Improve controlled coverage through Sub-Distribution and Mainstream routes to market. Ensure use of HHTs to meet all store specific tasks Ensure right merchandizing tasks are executed by merchandisers supported by Sales Representatives. Maximise the number of perfect stores under your territory coverage. Ensuring orders are fulfilled in full on time and improve suggested sell in quantity and right assortment for expansion in store. Providing the right frequency of service and category level or common DSR to book orders Ensure Optimization of Distributors’ TTS (Trade Term Spend) through effective management of working capital by constantly monitoring stocks, debtors and cash positions to meet the right norms. Set up the distributor team by recruiting the right skills, right numbers and training through field coaching to deliver assigned targets. Cascade and drive targets for distributors’ team and review performance constantly through market floor meetings to ensure target achievement.
WHAT YOU NEED TO SUCCEED
Building Distribution Network by Leveraging Brands
Driving core of the core/distribution drives/new launches/promotion packs/improve shelf availability for key promoted SKUs / the right assortments into relevant stores
Build excellent relationships at KD and at POP level 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
Launch/Re-launch
Drive numeric and weighted distribution (More stores, on shelf availability and Share of Shelf)
Driving success of channel programs with relevant stores and ensuring desired objectives are achieved.
Propose relevant territory-specific channel activities to area, regional and channel managers.
Instore Execution
Execution of perfect stores programmes to win at point of sales
Experiences & Qualifications
3-5 years of field sales experience (FMCG experience is desirable)
Must be a university graduate
Strong knowledge of Route-to-Market value chain
Skills
Communication skills
Strong Negotiation Skills
Relationship and stakeholder management skills
Problem solving skills
Coaching and People management skills
Strong CD customer/operational experience
Activation planning and implementation skills
Ability to interpret sales trends & analysis (data analytics)
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.
