Divisional Sales Manager - Coastal at Unilever

Main Job Purpose:

The DSM is responsible for the achievement of the annual Customer Targets (by region) : Turnover, Growth, Profitability and Perfect Store execution.

The DSM must also be the voice of the customer back into the business, ensuring that all innovation, activations/ campaigns and promotional activities are constructed considering the needs of the customer with relevant customer propositions.

Manage KAMs and TSM with clear direction on customer business plans and execution.

Key Accountabilities:

Targets and Channel Growth             

Deliver Category Drive Targets by zone

Ensure Trade visit to key strategic customers to review category performance and implement business objectives.

Identify opportunities to grow market shares within the zone.

Develop optimal integrated Promo plan and manage the business investment i.e CBW

Brilliant Basics

Ensure Field teams adhere to pricing guidelines set by category strategy.

Ensure all Promotions set by Nams, Category are implemented timeously

Pricing report and over brief to be addressed with field teams and customers to ensure

compliance.

Create excellence in executing our pricing stratergy, every channel, every day and every call.

OSA:   

Deliver step change in OSA and shelf health objectives

OSA Report and findings to be addressed with Reps concerned.

Liaise and follow through with internal stakeholders regarding product availability and

CCFOT process.

Monitor and control zonal damaged, expired, factory faults and overstock issues.

Ensure listings and speed to shelf deadlines are met for all zones

Manage the Category flows templates by zone in line with CCD Planograms.

Collate all competitor activity and feedback issues of concern to the business

OPSO:         

       Manage the OPSO process for all Promotions, ensuring that the ROI is positive.

Ensure that the field teams submit drive photographs that are of an acceptable standard and submitted within due dates.

Optimise and evaluate adhoc & discretionary promotions and activity.

Ensure the agreed customers promotions are implemented

Implement Customer rebate and Advertising grids at store level

Accompany NAM team to trade appointments in order to understand overall account objectives.

Ensure all MSIT, Ad Spend, Ad Hoc claims are handed in timeously.

Collate Banner activity and feedback critical information.

Network with customers satellite store base to increase UL awareness and thereby  influencing market share.

Team Alignment     

 Train, develop and lead the sales team to achieve business objectives and targets.

Monitor Zonal performance and conduct on going discussions to ensure Reps are aligned.

Ensure field teams are achieving their Fieldcomm targets

Encourage Reps to use the Vitality Service when necessary

Ensure that regular coaching, motivation is addressed to maintain overall moral of the team

Discuss and develop Field teams with regards to SOL behaviuors

Integrate and foster relationships between GT and UCM teams.

Win With Customer             

 Implement customer service standards to improve ULSA current ratings.

Develop and maintain effective customer relationships.

Ensure and maintain Kam ,Rep and Merchandiser callage for effective ROI

Ensure effective and acceptable response time to customer queries and concerns

Update key customers with stock update by category and delivery issues / changes.

Collate Banner activity and feedback critical information.

Ensure all customer drive targets / actual are discussed and monitored wrt Drives, Promotions

External Orientation   

• Report customer and competitor market trends, activities
• Retrieve and streamline best practice ideas into the business.
• Be actively involved in CPM,GT OP’s and Regional Meetings

General Accountability

Monitor, control and recover general expenses according to SAGI guidelines ( Cell phone, fuel, vehicle and local accommodation )

Ensure field teams adhere to Roles and Responsibilities / Work plan.

Ensure full implementations of Safety Standards as stipulated in the Cardinal Rules.

Update Defensive Driving Course schedule.

Monitor overall condition of Motor Vehicle and Unilever Property.

Operational Execution & Strategy via the operational teams       

 Clear directive to the KAM (Regional Buying Offices) and TSM team

(for stores within the regions) or all cycle priorities to be landed at a regional level in line with the national agreement by the    NAM/Buyer.

Consolidation of all the NAM and KAM agreements into the cycle priorities in Mapnotes and communicated by the NAM via CPM/RSM/Cycle Meetings to the Ops Team.

Own Perfect Store execution

Responsible for the discipline, morale, motivation and performance of the TT sales team

(KAM & TSM).

Professional Skills & Standards of Leadership

Tertiary degree (Bachelor of Commerce) preferably marketing

Business acumen

Passion for high performance

Consumer love

Experience Required:

Minimum 3 -5 Years operational experience. Working cross category will be advantageous.

Travel:

Candidate can be based in Durban or JHB.

Contacts:

Internal: National account managers, Customer category development team, Supply chain deliver team and Shopper marketing teams

External: Cash & Carry owners/Buyers, regional buying office (e.g. IBC/UMS) , Regional sales manager(UFS) , Field mangers(UFS) and Merchandisers(UFS) 

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.