Territory sales Incharge (TSI) – Constantine/Sétif
Job Description
<strong><u>Company Profile</u></strong><p><br></p>Every Day, Around the World, People Reach for Unilever Products. Our Brands Are Trusted Everywhere And, By Listening to The People Who Buy Them, We’ve Grown into One of The World’s Most Successful Consumer Goods Companies. In Fact, 150 Million Times A Day, Someone Somewhere Chooses a Unilever Product.<p><br></p>Look in Your Fridge, Or on The Bathroom Shelf, And You’re Bound to See One of Our Well-Known Brands. We Create, Market and Distribute the Products That People Choose to Feed Their Families and Keep Themselves and Their Homes Clean and Fresh.<p><br></p>Our Corporate Strategy Aims to Double the Size of Our Business While Reducing Our Impact on The Environment By 2020. As A Result, In the Months and Years to Come, We Envisage Many Opportunities for Our Staff to Progress and Gain Vital Experience. It’s Never Been Such an Exciting Time to Join the Unilever Team.<p><br></p><strong>Key Purpose of the Job</strong><p><br></p><strong><u>Plan And Execute The Following Objectives</u></strong><p><br></p>Achieve Secondary sales targets Improve distribution Optimize coverage Supervise merchandising and instore execution Provide training and coaching for DSRs Manage distributors.<p><br></p><strong><u>Main Accountabilities</u></strong><p><br></p><ul><li> </li><li> Understand and commit to the annual/monthly sales target assigned by the ‘RSM.</li><li> Use daily reporting to analyze performance trends at both sales and execution levels.</li><li> Analyze sales volumes by SKUs and ensure all brand are healthy growing.</li><li> Be always up to date with competition activities.</li><li> Implement a daily debrief session (Morning) to review performance by DSR (RR sales progress, Sales volumes, promotional activities, launch, priorities cascade…)</li><li> Manage Wholesale and Retail customer relationships</li><li>Provide rapid and adequate solutions to meet customer needs;</li><li></li><li> Ensure a close follow-up with DSR on brands distribution</li><li> Expose opportunities and weaknesses areas in terms of distribution during daily session with DSRs address gaps</li><li> </li><li> Implement coverage targets based on a good knowledge of the Universe structure and DSR’s capacity</li><li> Implement efficient customers’ routes and define optimal DSRs itinerary for each day of sales</li><li> Identify and segment customers in the area (LG, MG, SG)</li><li> Maintain continuous update of the customers’ database</li><li></li><li> Good understanding of the merchandising plans (Perfect Store KPIs, Retailers loyalty and visibility programs, Planogram, visibility material…);</li><li> Supervise Perfect Stores equipment reception at Distributor warehouse</li><li> Recruit and supervise merchandisers;</li><li> Ensure continuous training plans and follow-up with merchandisers</li><li> Control merchandising activity and progress in the POS.</li><li></li><li> Implement UFSA capability building digital tool with all DSRs</li><li> Ensure the good and continuous use of UFSA</li><li> Organize once a week session to review UFSA progress per DSRs and address any gaps</li><li> Be an inspirational leader for DSRs and adpot the leard by example attitude</li><li> Evaluate DSR teams on a regular basis and share feedbacks to allow development plan</li><li></li><li> Be the first POC for local Distributors regarding any operational or strategic topic</li><li> Continuously share with Distributor its performance KPIs, and by DSR to ensure mutual commitment to address any challenges</li><li> Monitor Distributor financials to secure profitable business for Unilever and the KD (ROI, ROWC, RCD, Margins…)</li><li> Monitor of customer service indicators: Stocks inventories, OOS management,</li><li> Customer Service, Customer credit limits, Sales phasing;</li><li> Recommend and monitor Distributors people resources (HR)</li></ul><p><br></p><strong><u>Role Requirements</u></strong><p><br></p><strong>Professional background</strong> :<p><br></p><strong><u>Essential</u></strong><p><br></p>2 to 3 years’ relevant field sales force experience<p><br></p><strong><u>Desirable</u></strong><p><br></p><ul><li> 1 year in CD Operations experience</li><li>1 year in CCD or Trade Category Management</li></ul><p><br></p><strong><u>Skills</u></strong><p><br></p><ul><li>Selling</li><li>Negotiation</li><li>Sales strategy</li><li>Distributors Management</li></ul><p><br></p><strong><u>Standards Of Leadership Behaviours</u></strong><p><br></p>Growth Mindset<p><br></p>Consumer & Customer Focus<p><br></p>Bias for Action<p><br></p>Responsibility & Accountability<p><br></p>Building Talent & Teams<p><br></p>Unilever is an organisation committed to equity, inclusion and diversity to drive our business results and create a better future, every day, for our diverse employees, global consumers, partners, and communities. We believe a diverse workforce allows us to match our growth ambitions and drive inclusion across the business. At Unilever we are interested in every individual bringing their ‘Whole Self’ to work and this includes you! Thus if you require any support or access requirements, we encourage you to advise us at the time of your application so that we can support you through your recruitment journey.
