Function: Customer Development
Reports to: Area Sales Manager
Location: Abakaliki, Nigeria
Territory Manager, Abakaliki, 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.
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)
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
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:
Any activity observed should be reported to the line manager at the earliest.
2–4 years of experience in Sales.
Strong analytical and digital 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
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.
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