Territory Manager - Karachi

Unilever is currently hiring for Territory Manager - Karachi

Work Level:  WL1

Reports to: Geography Sales Manager - Karachi

Scope: Local

Location: Karachi, Pakistan

Terms & Conditions: Full-time

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.

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