Territory Sales Manager- Inland PC at Unilever

JOB PURPOSE

• The Territory Sales Manager (TSM) is regionally based and is responsible for the following customers at a store level: Large Local Supers (LLS) and Cash & Carry (C&C), i.e. Retail and Wholesale independent customers in traditional trade.
• The TSM is responsible for the negotiation and facilitation of orders for the assigned customers in that region at a store level; and will not be calling on a Buyer or a Buying Group. The TSM executes in alignment to the national agreements of the Regional KAM or National NAM/Buyer. Key outputs of a TSM are negotiation of price as per NAM/KAM mandate, collating & processing of orders and promotional activity agreements at a store level).

WHAT WILL YOUR MAIN RESPONSIBILITIES BE

External Customer Management & Operational Execution:

• Negotiate and facilitate orders as per your call cycle, under direct instruction from the NAM/KAM and within the agreed parameters. The TSM owns this process end to end for their relevant stores – from pricing, order placement, delivery and all admin that arises from the transaction.

The key outputs per cycle will be:

• Negotiation of price as per NAM/KAM mandate
• Collating & processing of orders
• Promotional activity agreements
• Own the perfect store results in their assigned stores and ensure UFS execute accordingly.
• Work closely with the UFS team on a store to store basis to manage the instore day to day operational execution to minimise out of stocks, damaged stock & claims, ensure rotation of stock and avoid high stock levels.
• Ensures in-store negotiated deals and promotional activity are clearly communicated to UFS for implementation.
• Build and maintain effective working relationships with the customers key stakeholders, by building knowledge and understanding of the way the customer operates.
• Manage the day to day operational issues by customer, such as: landing of the cycle priorities, UFS callage and merchandising and display bias for action when it comes to dealing with queries raised by the customer.

Internal Customer Management:

• The TSM must align and feedback to the KAM/NAM on turnover assumptions, budgets and consequent S&OP forecasting through a robust Bottom-up Build process (for their assigned stores).
• The TSM is responsible for the claims management process in their customers with the support of the CSE Team.
• The TSM is responsible for the pricing and accruals management process in their customers with the support of the MSIT Team.

Experiences & Qualifications

• Degree or Diploma in Sales, Marketing, Business Management, or related field.
• Minimum 3–5 years in retail or wholesale sales, preferably in FMCG or traditional trade.
• Proven experience managing store-level execution and customer relationships.
• Familiarity with LLS and C&C environments is highly advantageous.

Skills

• Strong negotiation and interpersonal skills.
• High attention to detail and operational discipline.
• Self-driven, with a bias for action and problem-solving.
• Ability to work independently while aligning with national strategies.