Area Sales Manager

JOB PURPOSE

Unilever is the place where you can bring your purpose to life with the work that you do – creating a better business and a better world.  If you are Lead the Field Sales Force in achieving the sales objectives for the sales area as set in the Customer Marketing Plans and Customer Business Plans. Co-develop Field Sales Force Strategy together with National Sales Manager. Lead and plan sales resources in sales area. Lead sales force projects. Then this role is just for you!

WHAT WILL YOUR MAIN RESPONSIBILITIES BE

• Sales Strategy Implementation: Implement regional sales strategies to achieve and exceed set business targets that are aligned with the broader company objectives, targeting the unique needs of professional customers in the territory.
• Customer Infrastructure & satisfaction: The ASM is responsible for ensuring a robust Customer Infrastructure is in place in the across the region and is supposed to optimize the quantity & quality of customers in his/her area such that there are no service gaps while ensuring adequate service levels for trade and financial viability for customers. Also monitors the financial health and profitability of all Customers.
• Establish Distributor Networks: Ability to set up reseller & distributor networks within the assigned territory.
• Stakeholder Management: Build and nurture strong relationships with key channel partners and important customers in the region, addressing inquiries and ensuring satisfaction.
• Territory Expansion: Work to identify and onboard new customers and distribution partners in the region to expand the customer base.
• Market Insights: Conduct in-depth market research to identify market opportunities, potential clients, and gather feedback from customers to enhance product offerings.
• Sales Reporting: Maintain accurate sales records and reports, analyzing data to identify trends and areas for improvement.
• Team Leadership: Manage and lead a team of Territory Sales Officers within the assigned area, ensuring they meet and exceed sales targets while fostering a positive and collaborative work environment.
• Product Knowledge and Training: Stay updated on Unilever Professional product offerings and industry trends. Provide ongoing product training and support to your team to ensure they are well-equipped to serve customers effectively.
• Cross-functional Collaboration: Collaborate with other departments, such as marketing, operations, and customer support, to ensure seamless and exceptional customer experiences.
• Ensuring controls & financial hygiene: Along with Commercial & Supply Chain team, ASM is supposed to have check on system hygiene at customers on aspects like extent of sales return, extent of damage/ shortage claims, mismatch between primary & secondary, physical vs. book stock mismatch, trade discount.

Experiences & Qualifications Required:

• 3 to 5 years relevant field sales force experience and proven track record of achieving sales targets.
• Must demonstrate ability to lead and motivate the teams.
• Good planning and organizational skills.
• Ability to work independently and as part of a team.
• High level of Problem-Solving Skills & Presentation Skills

Desirable:

• Four years Brand Building experience is an advantage. Key Distributor management is essential.
• Three years of Trade Category Management is an advantage.

Skills

• Commercial Strategy
• Negotiation
• Executional Excellence
• Customer Relationship
• Channels
• Agile
• Innovation Mindset
• Leading in a Digital World

Leadership

• You are energized by delivering fantastic results. You are an example to others – both your results and your resilience. You are constantly on the lookout for better ways to do things, engaging and collaborating with others along the way.
• As an individual you are the one responsible for your own wellbeing and delivering high standards of work. You must also focus on the Consumer and what they need. You are humble and have your head up, looking around to interpret evidence and data smartly, spot issues and opportunities to make things better.

Critical SOL (Standards of Leadership) Behaviors

• PASSION FOR HIGH PERFORMANCE: Takes personal responsibility and accountability for execution and results. Has an owner’s mindset, using data and insight to make decisions.
• PERSONAL MASTERY: Sets high standards for themselves. Actively builds own wellbeing and resilience.
• CONSUMER LOVE: Whatever their role, always looks for better ways to serve consumers. Invests time inside and outside to understand the needs of consumers.
• PURPOSE & SERVICE: Has humility, understanding that leadership is service to others, inside and outside Unilever.
• AGILITY: Explores the world around them, continually learning and developing their skills.