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  • Posted: Jan 20, 2020
    Deadline: Jan 31, 2020
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    On any day, 2 billion people use Unilever products to look good, feel good and get more out of life - giving us a unique opportunity to build a brighter future. Great products from our range of more than 400 brands give us a unique place in the lives of people all over the world. When consumers reach for nutritionally balanced foods or indulgent ice cr...
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    Area Sales Manager ( Nyanza & Coast)

    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.

    Method of Application

    Interested and qualified? Go to Unilever on unilever.taleo.net to apply
  • Send your application

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Average Salary at Unilever
KSh 158K from 38 employees
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