Company Info
Large organization
Unilever Nigeria Plc - Welcome to Unilever, a global multinational and fast-moving consumer goods (FMCG) company with products sold in over 190 countries and more than 2 billion consumers across the world who use our amazing products everyday!
200 + Employees
Unilever Nigeria Plc – Welcome to Unilever, a global multinational and fast-moving consumer goods (FMCG) company with products sold in over 190 countries and more than 2 billion consumers across the world who use our amazing products everyday!
1). Area Sales Manager
Job ID: R-87113
Location: Lagos
Job type: Full-time
Category: Customer Development
Function: Customer Development
Reports to: Regional Sales Manager
Job Summary
- Drive secondary sales and (primary sales) through proper funds management of distributors to ensure Unilever’s products are available and visible to the consumers of the assigned Area.
- Improve Capability of Territory managers, distributors and distributor’s sales force through coaching and accompaniment to ensure optimal implementation outcomes of company’s trade activities and merchandising plans across all relevant channels.
4 Key Focus Areas:
Availability:
- Right assortment
- Through optimum coverage
- Efficient use of Resources
- Drive core of the core, NPD and promotions
Visibility:
- Planogram implementation
- Win hotspots
- Use of Merchandising material -Point-of-sale-marketing (POSM Deployment)
- Share of shelf
Profitability:
- Ensure return on working capital, investments model and ensure communication of value proposition to the customers
EDGE – Every Day Great Execution:
- Regular reviews of area execution KPIs
- Ensure accuracy of outlet universe records
- Look for opportunities to reach through Route-to-Market
- Oversee Trade Activations in assigned area
- Focus on growth patterns of major categories & channels & customers
- Supervise activities of the FSEs/TMs, KDs and oversee third-party contractors in assigned area.
Responsibilities
Right Stores:
- Effectively translating country/regional Customer Development plan into actionable territory plan to deliver secondary sales target.
- Effectively and efficiently use of resources allocation and using them to ensure Key Distributors (KD) profitability within the assigned areas while delivering quality of sales through 100% Field Capability Scores achievement.
- Evaluating Areas’ performance against action plan
Better Stores:
- Setting up and optimising the sales infrastructure-Territory-Distributor and Channel Outlet
- Understanding the Channel Plans and develop implementation plans
- Driving visibility and channel plans – develop key metrics to monitor implementation and final desired outputs
- Understanding competitive context and activity and give market feed-back to the Marketing team.
Better Served:
- Actively supporting marketing in effectively landing activities on the field.
- Ensuring orders by stores with the area 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
Target Achievement:
- Drives 100% achievement of all KPIs within the assigned area 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/depth targets for key promoted SKUs
Launch/Re-launch:
- Delivering width, depth, Visibility
- 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 regional and channel managers.
Channel program:
- Driving width of acceptance of the channel program as well as width of achievement of parties enrolled in the program
Instore execution:
- Execution of perfect stores programmes to win at point of sales
Business environment:
Distributor Management:
- Distributor appointment
- Regular stock taking & system reconciliation
- JBP Execution
- DSR training/development
- DT Controls
- Performance assessment
- Customer service
- LeverEdge Hygiene and compliance
- Trade Servicing: DTs in the area 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.
- Route optimization and PJP hygiene
- Driving assortments across all stores
- Addition of new stores that may open in the market
- Satisfactory levels of secondary CCFOT
- Resolution of claims settlements
- Ensuring quality of products on shelf and at KDs
- Identifying whitespaces/opportunities and ensuring coverage
- Competition Intelligence
Territory manager is the eyes and ears on the battlefield and hence must always be on the look out for competitive intelligence like:
- Price changes
- Consumer promotions
- New distribution strategies
- New channel programs
- Sampling activities by competitors
- Wholesale trends
- New launches
Any activity observed should be reported to the line manager at the earliest.
Measures of Success
- Secondary sales
- (Primary sales)
- Effective coverage
- LPPC achievement
- Bill Productivity
- Numeric & Weighted Distribution
- Assortment growth
- Cash collection
- KD profitability (Total Area)
- Talent Catalyst (Team Capability Development)
Key Stakeholders:
Team Purpose:
- CD Finance
- CD Operations
- CSP team
- 3rd party (CMIH)
- SC Team (CFS)
- HR
- KD profitability
- Order to cash
- Channel/Category insights
- In store execution
- On time and in full delivery of stocks
- TM and DSR capability insights
- ASM/ RSM
- KD / Wholesalers/ Sub-Ds KDSR
- Delivering Sales
Experiences & Qualifications
- Minimum of 5 years experience in Sales or Channel Management
Required Skills:
- Strong leadership skills – ability to coach and empower.
- Strong interpersonal skills and builds relationship across Route-to-Market value chain
- Great insights about the business in territories including what are the key challenges and opportunities for Unilever.
- High integrity in doing business
- A problem solver and approachable leader
- Produces consistent results
- Ability to take critical initiative
- Strong Business Acumen
- Highly creative and entrepreneurial
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) Behaviours:
- 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.
Application Closing Date
Not Specified.
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2). Territory Manager – Marquahm
Job ID: R-84185
Location: Lagos
Job type: Full-time
Category: Customer Development
Function: Customer Development
Reports to: Area Sales Manager
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!
Responsibilities
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.
Requirements
Experiences & Qualifications:
- 1-2 years of field sales experience (FMCG experience is desirable)
- Must be a university graduate
- Strong knowledge of Route-to-Market value chain
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 levelEnsure 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
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.
Critical SOL (Standards of Leadership) Behaviors:
- 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.
Application Closing Date
Not Specified.
How to Apply: Interested and qualified candidates should use the links below to apply:
