Area Sales Manager ( Nyanza & Coast) at Unilever

Main Job Purpose

Lead the Field Sales Force in achieving the sales objectives for the sales area as set in the Customer Marketing Plans and Customer Business Plans. Co-develop Field Sales Force Strategy together with National Sales Manager. Lead and plan sales resources in sales area. Lead sales force projects.

Job Summary

• Assessment of infrastructure requirement right size, business potential, capital and infrastructure requirement.
• Manage Regional KDs profitability and ROI
• Selection of distributors - assessment of capability, skill/experience, attitude etc.
• Setting up KD's in the country. Including the commercial processes
• Preparing the infrastructure blue –print for a distributor
• Outlet mapping, channel segmentation, beat planning
• Establishing KD operations: sales planning, fixing and monitoring of sales targets and key performance metrics and channel plans
• Setting up the Field Management infrastructure - outlet selection by channels, channel management plans
• Putting in place the Field Mgt organization - (1) recruitment (2) training and capability building (3) key metrics for measurement
• Understanding the Brand POP Vision by channels and develop channel/outlet-based implementation plans.
• Understanding the Channel Plans and develop implementation plans.
• Implementation of Pop Vision and Channel plans - develop key metrics to monitor implementation and final desired output
• Performance review - against action standards. Network and take actions where inputs are required from the DSR's wrt width and depth of availability, assortment and shelving
• Understanding competitive context and activity and give market feed-back to the CCD group.

Key Requirements

• 3 to 5 years relevant field sales force experience and proven track record of achieving sales targets.
• Must demonstrate ability to lead and motivate the teams.
• Good planning and organizational skills.
• Four years Brand Building experience is an advantage. Key Distributor management is essential
• Three years of Trade Category Management is an advantage.