Role Overview
This role focuses on building and managing a network of distributors to drive sales and market presence in a designated territory. Day to day, you will assess distributor infrastructure needs, set performance targets using joint business planning tools, and coach distributor sales teams through field accompaniment to improve coverage, line efficiency, and bill productivity. Your work directly ensures Unilever products are available in the right channels at the right prices, ultimately supporting revenue growth and operational profitability within the distribution channel.
Key Responsibilities
- Evaluate distributor infrastructure requirements for a territory, including needed working capital, and set sales and KPI targets using the Joint Business Plan toolkit.
- Monitor stocks, debtors, and cash positions to manage working capital effectively and maintain compliance with established norms.
- Build strong, collaborative relationships at the distributor and point-of-purchase levels to facilitate smooth operations and alignment on goals.
- Recruit, structure, and train the distributor sales team through field coaching to ensure the right skill sets and headcount are in place to meet assigned targets.
- Set individual targets for distributor team members and conduct regular market floor meetings to review performance and drive results.
- Oversee distributor profitability by using the ROI toolkit to track income and expenses, and report monthly on corrective actions to improve margins.
- Ensure weekly submission of distributor extracts used for order raising, and prepare beat plans that optimize coverage of the territory across all product categories.
- Prospect, negotiate, and execute local promotional actions in line with company policies, while maintaining product assortment availability at the right price and channel.
Requirements & Qualifications
- At least 3 years of sales experience, with a minimum of 2 years specifically in an FMCG environment.
- A bachelor’s degree in business management, economics, or a related field.
- Strong proficiency in Excel and analytical skills to interpret sales data, manage budgets, and generate performance reports.
1584 open positions on Semasocial right now
· 1 open positions in Nyahururu, Kenya
· 111 posted in the last 7 days
Contact Information
