Territory Manager Job

Job Title: Territory Manager

Organisation: Unilever

Duty Station: Arua, Uganda

About US:

Unilever is an Anglo–Dutch multinational consumer goods company co-headquartered in London, England and Rotterdam, The Netherlands. Its products include food, beverages, cleaning agents and personal care products. It is the world’s third-largest consumer goods company measured by 2012 revenue, after Procter & Gamble and Nestlé. One of the oldest multinational companies, its products are available in around 190 countries. Unilever celebrated its 85th anniversary year of business in 2014.

Job Summary: The Territory Manager – Arua will be responsible for managing distributors profitability within a defined territory to achieve sales and coverage targets.

Key Duties and Responsibilities:

Determine infrastructural requirement of a distributor for a particular territory including working capital required.
Determine and prepare distributor sales and KPI targets using the Joint Business Plan toolkit.
Ensure that working capital is effectively managed by constantly monitoring stocks, debtors and cash positions to meet the right norms.
Build excellent relationships at KD and at POP level.
Set up the distributor team by recruiting the right skills, right numbers and training through field coaching to deliver assigned targets.
Set targets for all distributor team and review performance constantly through market floor meetings to ensure target achievement.
Ensure that KD is profitable by using the ROI toolkit to monitor income and expenditure and report on monthly actions to improve.
Ensure 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.
Ensure the availability of the right product assortment at the right channel at the right price.
Ensure achievement of the Field capability score by meeting targets for coverage, lines per call and bill productivity.
Building capability of distributor sales team through full day sales accompaniment and field coaching.
Submission of weekly and monthly reports – weekly sales report, ROI and profitability report, working capital analysis report and safety reports.