Territory Manager AT Unilever Tanzania

Business Context and Main Purpose of the Job

The Territory Manager is responsible for ensuring outstanding implementation of Brand Point of Purchase (POP) vision at the POP to drive the sales volume growth. The TM is also responsible for management of key distributors (KDs) with respect to overall operations, infrastructure, processes, and people capability

Main Responsibilities

• Setting up the Field Management infrastructure - outlet selection by channels, channel management plans
• Understanding the Brand POP Vision by channels and develop channel/outlet based implementation plans.
• Understanding the Channel Plans and develop implementation plans.
• Implementation of Pop Vision and Channel plans - develop key metrics to monitor implementation and final desired output
• Use of IT - for evaluating performance against action std. (optional at this stage)
• Performance review - against action standards. Network and take actions where inputs are required from the DSR's wrt width and depth of availability, assortment and shelving
• Understanding competitive context and activity and give market feed-back to the Customer Marketing group.
• Assessment of infrastructure requirement, business potential, capital and infrastructure requirement.
• Manage KD profitability and ROI.
• Selection of distributors - assessment of capability, skill/experience, attitude etc
• Setting up KD's in the cluster/territory, including the commercial processes
• Preparing the infrastructure blue –print for a distributor
• Outlet mapping, channel segmentation, beat planning
• Establishing KD operations: sales planning, fixing and monitoring of sales targets and key performance metrics and channel plans


Key skills and qualifications

· Degree in Marketing or any business related

· Minimum of two to three years working experience within the C ustomer D evelopment function

· Strong experience in designing and
managing processes

· Business planning experience

· Customer facing experience/Trade relationships

· Project management experience

· People Management skills and experience is a must


APPLY