Territory Manager - Renuzi Lekki/Ajah at Unilever

JOB PURPOSE

Territory Manager, Renuzi Lekki/Ajah, Lagos, is responsible for driving secondary sales by making Unilever's products available and visible to the consumer for the assigned territory. Managing distributors and distributor's sales force and ensuring optimal implementation of company's trade activities and merchandising plans across all relevant channels.

WHAT WILL YOUR MAIN RESPONSIBILITIES BE

Sales

Right Stores


Expand coverage to all viable stores in keeping with territory plans
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-D and Mainstream


Better Stores


Ensure use of HHTs to meet all store specific tasks
Ensure right merchandizing tasks are executed by a merchandiser supported by DSR
Maximise the number of perfect stores under your coverage


Better Served


Ensuring orders are fulfilled in full on time
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
Manage KD's and customer's complaints


Target Achievement


Drives 100% achievement of all KPIs within the assigned territories and all relevant channels.
Optimization of TTS (Trade Term Spend)


Execution

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



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
Ensure implementation of in-store objectives during coaching and accompaniment of DSRs.


Business Environment

Distributor Management


Distributor appointment
Regular stock taking & system reconciliation
JBP Execution
DSR training/development
DT Controls
Performance assessment
Customer service
LeverEdge Hygiene


Trade Servicing: DT is the face of Unilever in a market to the retailers. All key issues and grievances are to be handled sensitively and in timely manner.


Regular coverage of all stores on the beat plan
On time delivery of stocks to stores
Addition of new stores that may open in the market
Satisfactory levels of secondary CCFOT
On time trade claims settlement to stores
Ensuring quality of products on shelf and at KDs


Competitive Intelligence

Territory manager is the eyes and ears on the battlefield and hence must always be on the look out for competitive intelligence like:


New launches
Price changes
Consumer promotions
New distribution strategies
New channel programs
Sampling activities by competitors
Wholesale trends


Any activity observed should be reported to the line manager at the earliest.

WHAT YOU WILL NEED TO SUCCEED

Experiences & Qualifications


2 - 4 years of experience in Sales
Strong analytical and digital skills
Relevant Sales qualification


Skills


Has excellent knowledge about territory management.
Has a strong rapport and relationship across Route-to-Market value chain
Strong Business & Finance Acumen
Great insights about the business in territory including what are the key challenges and opportunities for Unilever.
High integrity in doing business
A problem solver and approachable leader
Excellent negotiation and persuasive skills
Ability to interpret sales trends & analysis (data analytics)
Produces consistent results
KD sales force capability development