Unilever
Unilever is currently hiring for Area Sales Manager
Function: Customer Development
Reports to: National Sales Manager
Scope: Kenya
Location: Kenya
Terms & Conditions: Full time
About Unilever
With 3.4 billion people in over 190 countries using our products every day, Unilever is a business that makes a real impact on the world. Work on brands that are loved and improve the lives of our consumers and the communities around us. We are driven by our purpose: to make sustainable living commonplace, and it is our belief that doing business the right way drives superior performance. At the heart of what we do is our people – we believe that when our people work with purpose, we will create a better business and a better world.
At Unilever, your career will be a unique journey, grounded in our inclusive, collaborative, and flexible working environment. We don’t believe in the ‘one size fits all’ approach and instead we will equip you with the tools you need to shape your own future.
CATEGORY/FUNCTION INTRODUCTION
CBD owns the relationship with customers and the development of the Joint Business Plan with each customer. They are also responsible for delivering sustainable and profitable growth across all retail touchpoints.
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 are passionate in leading field sales force in consistently achieving sales objectives, co- developing field sales force strategy with the National sales manager, lead sales force projects, building and maintaining strong customer relationships and ensuring efficient sales operations then this role is just for you!
Sales Strategy Implementation
WHAT WILL YOUR MAIN RESPONSIBILITIES BE
Implement regional sales strategies to achieve and exceed set business targets that are aligned with the broader company objectives, targeting the unique needs of professional customers in the territory.
Customer Infrastructure & Satisfaction
The ASM is responsible for ensuring a robust Customer Infrastructure is in place in the across the region and is supposed to optimize the quantity & quality of customers in his/her area such that there are no service gaps while ensuring adequate service levels for trade and financial viability for customers.
Also monitors the financial health and profitability of all Customers.
Establish Distributor Networks
Ability to set up reseller & distributor networks within the assigned territory.
Stakeholder Management
Build and nurture strong relationships with key channel partners and important customers in the region, addressing inquiries and ensuring satisfaction.
Territory Expansion
Work to identify and onboard new customers and distribution partners in the region to expand the customer base.
Market Insights
Conduct in-depth market research to identify market opportunities, potential clients, and gather feedback from customers to enhance product offerings.
Sales Reporting
Maintain accurate sales records and reports, analyzing data to identify trends and areas for improvement.
Team Leadership
Manage and lead a team of Territory Sales Officers within the assigned area, ensuring they meet and exceed sales targets while fostering a positive and collaborative work environment.
Product Knowledge And Training
Stay updated on Unilever Professional product offerings and industry trends.
Provide ongoing product training and support to your team to ensure they are well-equipped to serve customers effectively.
Cross-functional Collaboration
Collaborate with other departments, such as marketing, operations, and customer support, to ensure seamless and exceptional customer experiences.
Ensuring Controls & Financial Hygiene
Along with Commercial & Supply Chain team, ASM is supposed to have check on system hygiene at customers on aspects like extent of sales return, extent of damage/ shortage claims, mismatch between primary & secondary, physical vs. book stock mismatch, trade discount
Experiences & Qualifications
- 3 to 5 years relevant field sales force experience and proven track record of achieving sales targets.
- Four years Brand Building experience is an advantage.
- Key Distributor management is essential.
- Three years of Trade Category Management is an advantage.
Skills
- Must demonstrate ability to lead and motivate the teams.
- Good planning and organizational skills.
- Ability to work independently and as part of a team.
- High level of Problem-Solving Skills & Presentation Skills
- Territory Distribution Management
- Customer Plan Implementation, creation, business development
- Negotiation Skills
- Performance Management
- Category Management understanding
- Customer Management experience (could be in areas other than account management). i.e. Supply Chain
- Financial understanding
- Great Passion for Growth and have some skills in creative thinking.
- Great Strategic Influencing skills, being able to communicate with many different people from varied backgrounds.
- Competency in Seizing the Future, with ability to anticipate and manage change within the marketplace
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.
- Critical SOL (Standards of Leadership) Behaviors (Minimum vs Preference)
- PASSION FOR HIGH PERFORMANCE: Takes personal responsibility and accountability for execution and results. Has an owner’s mindset, using data and insight to make decisions.
- PERSONAL MASTERY: Sets high standards for themselves. Actively builds own wellbeing and resilience.
- CONSUMER LOVE: Whatever their role, always looks for better ways to serve consumers. Invests time inside and outside to understand the needs of consumers.
- PURPOSE & SERVICE: Has humility, understanding that leadership is service to others, inside and outside Unilever.
- AGILITY: Explores the world around them, continually learning and developing their skills.
