Territory Manager, Asaba at Unilever

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.Reports to: Area Sales Manager, Warri Area
Scope: Local

JOB PURPOSE
Territory Manager, Asaba, 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.

RESPONSIBILITIES

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.

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 lookout for competitive intelligence like:

Experiences & Qualifications

2–4 years of experience in Sales.
Strong analytical and digital skills.

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