Vacancy title:
Territory Manager- Ukunda

[Type: FULL_TIME, Industry: Goods, Category: Sales & Retail]

Jobs at:
Unilever

Deadline of this Job:
Wednesday, June 18 2025

Duty Station:
Nairobi | Nairobi | Kenya

Summary
Date Posted: Wednesday, June 4 2025, Base Salary: Not Disclosed

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JOB DETAILS:

Responsible for managing distributors profitability within a defined territory to achieve sales and coverage targets.

WHAT WILL YOUR MAIN RESPONSIBILITIES BE

• 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.

WHAT YOU NEED TO SUCCEED

Experiences & Qualifications

• Bachelor degree or equivalent
• 2 years relevant field sales force experience and proven track record of achieving sales targets.
• At least one year experience in Key Distributor management is essential.

Skills

• Driving skills
• Good Interpersonal skills
• Relationship management skills
• Negotiation skills
• Has to be a thinker and a doer

Work Hours: 8

Experience in Months: 24

Level of Education: bachelor degree

Job application procedure

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