Unilever is currently hiring for Territory Manager - Karachi
Function: Customer Development - Ice Cream
Work Level: WL1
Reports to: Geography Sales Manager - Karachi
Scope: Local
Location: Karachi, Pakistan
Terms & Conditions: Full-time
ABOUT UNILEVER
With 3.4 billion people in over 190 countries using our products every day, Unilever is a business that makes a real impact on the world. Work on brands that are loved and improve the lives of our consumers and the communities around us. We are driven by our purpose: to make sustainable living commonplace, and it is our belief that doing business the right way drives superior performance. At the heart of what we do is our people – we believe that when our people work with purpose, we will create a better business and a better world.
At Unilever, your career will be a unique journey, grounded in our inclusive, collaborative, and flexible working environment. We don’t believe in the ‘one size fits all’ approach and instead we will equip you with the tools you need to shape your own future.
JOB PURPOSE
This position is part of the Ice Cream Sales team, which is responsible for ensuring smooth sales procedures and business growth by developing solid relationships with customers. This role is responsible for effective and efficient sales operations, trade activity execution within the assigned territory, and delivery of KPIs while leading the concessionaire sales force.
WHAT WILL YOUR MAIN RESPONSIBILITIES BE
Drive the business to the desired ambition of Underlying Volume Growth / Sales Growth
Ensure Volumes/Target tracking of all channels
Develop strong relationships with customers & SPDs at concessionaire and retail level
Ensure strong customer services practices by resolving customer and shopper complaints, conducting customer meetings at concessionaire level and ensure RSOs are visiting the PJPs
Obtaining information on competitors’ activities & market feedback and sharing them with stakeholders
Uplift competitive visibility in-store
Coordinate with Concessionaire/Customer Operational plans through effective execution of sales strategies
Manage concessionaire's sales staff including RSOs, Order booker etc. to ensure delivery of KPIs
Negotiate with Customer & SPDs for Joint Business planning (JBPs) to ensure maximum ROI
Daily monitoring and business development by forecasting sales and supporting customer in formulation of JBP
Implement agreed JBP/ Concessionaire Business Plan and review KPIs’ progress on weekly basis
Have an understanding of the Financial Matrix – Business Profitability / Gross Margin
Lead and drive the extended team – build team & develop talent
Be accountable to uphold the key business principles and values without any conflict of interest.
Deploy and lead projects like activations/launch plans/ micro marketing plans with meticulous detail and rigorous post launch evaluation/monitoring and take corrective action when required.
Redefine the process post execution analysis with strong analytical skills
Explore new avenues of business in assigned Territory, augment efficiency of existing business models and implement other benchmark models where feasible
Ensuring optimum utilization of Assets (Trikes and Cabinets), assets tracking through Assets scanning tool and proper care of Assets with the support of Cold Chain Team
Develop a network of SPDs in assigned territory to serve the shopper and consumer
Ensure that customer operations and processes are safe and are guided by Unilever safety policies and principles
WHAT YOU NEED TO SUCCEED
Experiences & Qualifications
Bachelor’s Degree
1-3 years of relevant sales experience in FMCG B2B / Food Services industry is preferred
Skills
Adept at customer relationship management
Well-equipped with fundamental selling skills
Excellent communication skills
Basic culinary knowledge and understanding
Ability to collaborate with and influence multiple teams and stakeholders
Proven ability to negotiate
Strong quantitative and numerical aptitude
Ability to multi-task and manage competing deadlines
Leadership
You are an inclusive motivator of people. Your team deliver with real passion, growing and learning from each other whilst delivering quick wins.
You are still responsible for your own results and as a manager, you also need to motivate others to deliver with passion, creating an inclusive and engaging climate around you. You can balance challenge with support and coaching. You understand the wider business context and you are emotionally intelligent enough to motivate people to deliver what is needed.
Critical SOL (Standards of Leadership) Behaviors
PERSONAL MASTERY: Sets high standards for themselves. Has emotional intelligence to take feedback, manage mood and motivations, and build empathy for others.
PASSION FOR HIGH PERFORMANCE: Generates intensity and focus to motivate people to deliver results at speed. Takes personal responsibility and accountability for execution and results.
TALENT CATALYST: Invests in people – coaches individuals and teams to realize their full potential. Creates an inclusive climate, empowering everyone to be at their best.
PURPOSE & SERVICE: Has humility, understanding that leadership is service to others, inside and outside Unilever.
CONSUMER LOVE: Invests time inside and outside to understand the needs of consumers.
BUSINESS ACUMEN: Creates sustainable growth with purpose, engaging different partners across the system for change.
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.