Territory Manager

Role Overview

This field sales position is accountable for making a distributor network perform at its best across an assigned territory. You will shape the infrastructure and working-capital setup, set sales and KPI targets through joint business planning, and coach distributor teams so that coverage, distribution and in-store execution translate into sustainable volume and profit. The role matters because it connects company strategy to the last mile: the right products, prices and availability at every point of purchase, backed by disciplined reporting and commercial controls.

Key Responsibilities

• Assess each distributor's territorial infrastructure needs, including the working capital required to serve the market effectively.
• Build distributor sales and KPI targets with the joint business planning process, then track progress against them.
• Monitor stock, debtor and cash positions so working capital stays within agreed norms and risks are addressed early.
• Develop strong relationships with key distributors and point-of-purchase partners, negotiating and launching local actions that comply with company policy.
• Recruit, train and field-coach the distributor sales team through full-day sales accompaniment, setting individual targets and reviewing performance in regular market floor meetings.
• Use ROI analysis to keep distributor operations profitable, reviewing income and expenditure and reporting monthly improvement actions.
• Create beat plans that give the territory efficient coverage across all product categories, while driving field capability scores for coverage, lines per call and bill productivity.
• Submit weekly and monthly reports covering sales, distributor extracts for order raising, ROI and profitability, working capital and safety.

Requirements & Qualifications

• At least three years in sales, including a minimum of two years in an FMCG environment.
• Bachelor's degree in business management, economics or a related discipline.
• Strong Excel and analytical skills, with the ability to interpret sales, ROI and working-capital data.
• Practical understanding of retailer needs, point-of-purchase execution and monitoring.
• Experience designing or strengthening sales infrastructure and distributor organisation.
• Ability to develop customer and channel investment strategy and build lasting customer relationships.
• Team management and organisational capacity, including coaching distributor sales staff in the field.
• Core customer management and selling capabilities, with confidence to prospect and negotiate local commercial actions.

Why Join

Unilever positions its work as a place where purpose and commercial performance meet, so the sales results you deliver are connected to creating positive impact beyond the P&L. If you are motivated by developing and executing sales strategies, hitting and exceeding targets, strengthening customer relationships and using sales data to improve operations, this role gives those interests a clear outlet.