Unilever Zambia Ltd
Posted Job
about 2 years ago

Territory Manager

Main Job Purpose

  • Territory Manager covering the Southern Province area.
  • Effectively train, develop and manage the sales force to achieve Company volume, distribution, pricing, stock levels and forward display objectives as per agreed standards in all Accounts.
  • Develop Sales Strategies and plans consistent with the overall policies, and to implement these plans through direct negotiations.

Job Summary

  • Achieve volume and value targets for the zone.
  • Ensures acceptance and support for new brand launches / re launches and promotions in all stores.
  • Identifies promotional requirements / opportunities by customer, prepares and implements specific promotional plans by stores.
  • Ensures negotiated activity / deals / promotions are clearly and timorously communicated to the sales force and are implemented in store.
  • Monitors performance against target by customer.
  • Identifies strengths and weaknesses, evaluates competitor activity, and takes corrective action where necessary.
  • Develops and maintains effective working relations with customers.
  • Keeps abreast of all relevant information such as organizational structures, company policies, and procedures within key customer groups.
  • Ensures operational issues are conduced efficiently, such as distribution, Rep collage, merchandising and rapid processing of queries.
  • Represents the company at trade functions.
  • Responsible for the implementation of deals about new store opening
  • Responsible for credit notes / claims generated within the zone
  • Ensure selling prices and promotional activities within key accounts are effectively implemented.
  • Evaluates major cycle drives and suggests appropriate recommendation.
  • Prepares and conducts cycle meeting.
  • Identifies and assesses the training needs of Reps.
  • Responsible for the discipline, morale, motivation and performance of the sales team.
  • Responsible for the on-going zonal calls frequency, closure of dormant/unproductive accounts to ensure a cost-effective operation
  • Checks all company property held by the sales team on a regular basis.
  • Ensure that the Sales Manager is kept well informed of all aspects of the Territory.
  • Implement pricing strategies.
  • Attend banner meetings
  • Track Sales Coordinator and category targets.
  • Sort out General Admin – 1 day a week.
  • Customer Visits
  • Monthly & Quarterly reviews with the stores.
  • Sort out store problems too big for Rep to handle.
  • Facilitate relays, shelf transformation in conjunction with customer Trading terms.
  • Travel and support Reps once a cycle.
  • Conduct business reviews on a monthly basis with customers.
  • Trade contact reports to be completed on a weekly basis as well as customer trade contact visits.
  • Conduct feedback & performance evaluation through PDP process (3 + 1 )
  • Negotiate and execute promotional activities according to company / team objectives

Key Requirements

  • 1-3 years working experience as a Territory Manager, customer facing
  • Completed Diploma
  • Experience in managing a team to deliver on target

How to Apply

Submit your CV and application on company website:

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