Career Opportunities at Unilever

Main Job Purpose

The Regional Sales Manager for OLA is responsible for the development and execution of the customer business plan; as well as landing the customer and pricing strategy, achievement of turnover and the P&L of Ice Cream customers.

Increasing OLA brand market share through strong trade relationships, ensuring qualitative trade brand presence - all by introducing innovations within set timeframes ensuring maximum visibility and immediate action on out of stock.

Job Summary

• Customer Facing
• Landing correct recommended sales prices for ongoing and promotional deals
• Landing promotions and deal changes
• Optimizing promotional grids by evaluation and driving share-winning packs
• Execute category volume drives with the relevant internal and external channels
• Drive the correct product mix portfolio for specific regions and clusters
• Focus on landing the correct mandates (pricing, innovation & execution activities etc.)
• Launch successful innovations by understanding the customer story, driving speed to shelf and highlighting benefits
• Close customer deals by negotiating promo terms, trade funding and counter parts according to the category strategy
• Monitor customer performance by tracking customer contribution and market share for major categories
• Work with the Unilever field sales team to drive instore activities
• Pre-planning and pre-evaluating investment decisions to deliver positive return on investments
• Analyze & discuss trade visit scorecards with Operations Manager and CCN

Drive and manage CCN regarding:

• Stock, Sales Reviews, Marketing Initiatives, SHE requirements, Cabinet Team Support, Quality issues, Incentive Compliance
• Manage Route to Market (RTM) and call efficiencies
• Report quality issues in trade to Operations Manager
• Distribution and execution of new Point of Sale by using RTM
• Represent Ola during activation events

Support the Cabinet team:

• manage and follow up ad hoc issues with the cabinet team i.e., request for new cabinets
• Conduct a monthly (or cyclical) Sales and Business Review with Concessionaires:

consolidate and present sales performance:

• target VS previous year,
• Trade visit feedback,
• Promotional activity plans
• Cabinet operations.
• Attend relevant monthly (or cyclical) UFS meetings

Consolidate and present:

• Sales Review per store, Damage issues addressed, new launches, Ice Cream training, distribution analysis
• Prepare Trade Contact reports and send to CCN and your Operations Manager
• Identifying new business opportunities
• Identify new regional channel opportunities in liaison with CCN and the customer marketing team i.e. resorts, new accounts
• Identify new branding opportunities (these are permanent and exclusive) in liaison with CCN and the customer marketing team
• Identify new eventing opportunities (these are once off deals) in liaison with CCN and the customer marketing team
• Identify new vending opportunities (these are permanent) in liaison with CCN and the customer marketing team
• Identify and report any competitor activities and discrepancies (i.e. price increases), new trends to the Operations Manager and category managers
• Ensure that all customer queries / complaints/ issues are dealt with effectively and efficiently as per the Unilever target of Customer Service excellence
• Actively participate within account management meetings
• Manage the profit and loss for the OLA category
• Customer demand forecasting
• Budget management
• CCN new rep training
• Weekly trade visits

Key Requirements

• A willingness to travel
• Bachelors / B-Tech Degree
• 2-3 years’ experience in driving negotiations through Key Account Management within the FMCG industry (ideally Out of Home)
• 2-3 years’ experience in delivering results through strategic 3rd party RTM with warehousing, distribution and sales
• Skills:
• An understanding of Sales principles in Modern trade will be beneficial
• Understanding of in-store activity
• Pricing strategies
• Management of category specific profit and loss

go to method of application »

Main Job Purpose

The Regional Sales Manager for OLA is responsible for the development and execution of the customer business plan; as well as landing the customer and pricing strategy, achievement of turnover and the P&L of Ice Cream customers.

Increasing OLA brand market share through strong trade relationships, ensuring qualitative trade brand presence - all by introducing innovations within set timeframes ensuring maximum visibility and immediate action on out of stock.

Job Summary

• Customer Facing
• Landing correct recommended sales prices for ongoing and promotional deals
• Landing promotions and deal changes
• Optimizing promotional grids by evaluation and driving share-winning packs
• Execute category volume drives with the relevant internal and external channels
• Drive the correct product mix portfolio for specific regions and clusters
• Focus on landing the correct mandates (pricing, innovation & execution activities etc.)
• Launch successful innovations by understanding the customer story, driving speed to shelf and highlighting benefits
• Close customer deals by negotiating promo terms, trade funding and counter parts according to the category strategy
• Monitor customer performance by tracking customer contribution and market share for major categories
• Work with the Unilever field sales team to drive instore activities
• Pre-planning and pre-evaluating investment decisions to deliver positive return on investments
• Analyze & discuss trade visit scorecards with Operations Manager and CCN

Drive and manage CCN regarding:

• Stock, Sales Reviews, Marketing Initiatives, SHE requirements, Cabinet Team Support, Quality issues, Incentive Compliance
• Manage Route to Market (RTM) and call efficiencies
• Report quality issues in trade to Operations Manager
• Distribution and execution of new Point of Sale by using RTM
• Represent Ola during activation events
• Support the Cabinet team:
• manage and follow up ad hoc issues with the cabinet team i.e., request for new cabinets

Conduct a monthly (or cyclical) Sales and Business Review with Concessionaires:

consolidate and present sales performance:

• target VS previous year,
• Trade visit feedback,
• Promotional activity plans
• Cabinet operations.
• Attend relevant monthly (or cyclical) UFS meetings

Consolidate and present:

• Sales Review per store, Damage issues addressed, new launches, Ice Cream training, distribution analysis
• Prepare Trade Contact reports and send to CCN and your Operations Manager
• Identifying new business opportunities
• Identify new regional channel opportunities in liaison with CCN and the customer marketing team i.e. resorts, new accounts
• Identify new branding opportunities (these are permanent and exclusive) in liaison with CCN and the customer marketing team
• Identify new eventing opportunities (these are once off deals) in liaison with CCN and the customer marketing team
• Identify new vending opportunities (these are permanent) in liaison with CCN and the customer marketing team
• Identify and report any competitor activities and discrepancies (i.e. price increases), new trends to the Operations Manager and category managers
• Ensure that all customer queries / complaints/ issues are dealt with effectively and efficiently as per the Unilever target of Customer Service excellence
• Actively participate within account management meetings
• Manage the profit and loss for the OLA category
• Customer demand forecasting
• Budget management
• CCN new rep training
• Weekly trade visits

Key Requirements

• A willingness to travel
• Bachelors / B-Tech Degree
• 2-3 years’ experience in driving negotiations through Key Account Management within the FMCG industry (ideally Out of Home)
• 2-3 years’ experience in delivering results through strategic 3rd party RTM with warehousing, distribution and sales

Skills:

• An understanding of Sales principles in Modern trade will be beneficial
• Understanding of in-store activity
• Pricing strategies
• Management of category specific profit and loss

go to method of application »

Business Context and Main Purpose of the Job

• The main purpose of the geography based IT Analyst role is to support the IT Manager within area of responsibility as a representative for the whole of IT, including the IT Service lines, Global functional Business partnering and Innovation, with the geography business teams.
• Key to role is to understand the key interfaces into Global IT Innovation, Service Lines & Service Delivery within scope of responsibility and to work effectively with these teams in the delivery of IT Services to the business.
• The IT Analyst must understand the plans for IT in his/her area of responsibility and will participate in the achievement of these plans and effectively communicate these within business teams.
• The IT Analyst is responsible for supporting the delivery of key global and L&H services aligned with the operating model.
• The IT Analyst will support the activation of Innovation within his/her area of responsibility including delivery of necessary L&H (legacy and heritage) innovation aligned with overall IT Plan
• The IT Analyst will partner with the business in best use of IT

Main Accountabilities

• The main purpose of the IT Analyst is to support the IT Manager in delivery of responsibilities

BUSINESS PARTNERING

• Engage with business teams within his/her area of responsibility to communicate and scope the IT plan aligned with overall IT plan

INNOVATION ACTIVATION

• Undertake activation activities for Global IT Innovation & Service Line activation programs as required by IT Manager
• Undertake the relevant project execution activities to support Local Growth Programs working with Service Lines in the delivery of these projects

LEGACY & HERITAGE SERVICES

• Undertake the necessary activities to provide L2/3 support for L&H applications within area of responsibility
• Work with Global Innovation to provide necessary integration activities with L&H applications to support Global innovation programs
• Undertake the necessary project management and application development activities for L&H Innovation projects within scope responsibilities
• Work with local vendors in delivery of application management of L&H Applications
• Assist with communication and resolution of Incidents for L&H applications
• Input to review of L&H services within area of responsibility and help develop action plans for these.
• Undertake necessary activities to ensure achievement of L&H service improvement plans within area of responsibility

EXISTING GLOBAL IT SERVICES

• Support the IT Manager to ensure effective delivery of day to day IT operations, ensuring that IT services delivered are as per business requirements
• Align with Unilever standard operating practise in delivery of IT Services
• Input to review of Global services within area of responsibility and help develop action plans for these and track achievement of action plans within area of responsibility
• Contribute to implementing key actions to address service improvement areas
• Inputs to and helps define Geography demand for Services and communicates these to Service Lines
• Work with Global (HP,BT etc) & Local vendors in delivery of Global services where appropriate
• Manage the delivery of out-of-scope activities and maintenance of out-of-scope infrastructure as appropriate within scope of responsibilities
• Assist with communication and coordination of status of Urgent Incidents within the Geography and understanding impact to support resolution of these incidents
• Escalate unresolved incidents on the basis of criticality to the IT Manager In the case of relevant incidents with core processes works together with the functions in order to activate BCP to minimize disruption
• Participate in problem management activities within area of responsibility as required to support Service Line/Operations teams in resolving problems
• Work with business teams to ensure that the benefits of the existing services and new/updated services within area of responsibility are achieved

IT COSTS, PROCUREMENT & CONTROLS

• Assist with processing of actual costs as required within area of responsibility and tracks and ensures payment to local vendors
• Assist with input of cost drivers to budget process including assisting in IT hardware and software requirement planning and budgeting
• Supports hardware and software asset management activities as appropriate within area of responsibility
• Supports process for procurement of computer hardware and software consumables as required within scope of responsibilities

COMPLIANCE & DRP

• Adhere to governance & compliance framework
• Support Execution of DRP plans as appropriate within area of responsibility

Other Key Responsibilities

• Work with 3P in Geography as appropriate
• Deliver activities to best leverage IT within area of responsibility

Critical success Factors for the Job

KPIs

• Good engagement with business teams on IT delivery within area of responsibility
• Successful delivery of full scope of IT Services within his/her area of responsibility
• Successful delivery of IT Innovation within area of responsibility
• Effective ways of working with ES Service Line and Service Operations Team and support of Service Line plans within area of responsibility
• Successful support of L&H application service within area of responsibility
• Strong compliance record within area of responsibility
• Positive vendor partnerships within area of responsibility
• Actual KPIs will be set for the role-holders' annual goals

Relevant Experience And Key Requirements

Essential: At entry level relevant IT Skills from tertiary education

Desirable

• Degree of similar qualification, proven track record in delivery of IT projects in similar industry and similar application landscape.
• Exposure to SAP SD , Understand Pricing and promotions and how handled in SAP .
• Experience/Exposure with EDI
• Experience/Exposure with Leveredge (DMS)
• Experience/Exposure with Ecommerce ( D2C , B2B)
• Experience/Exposure with business in an informal market inclusive of customer acquisition , logistics and distribution
• Experience/Exposure in a distributive sales environment
• Experience/Exposure of information and analytics systems with respect to sales
• Experience/Exposure to Loyalty and Reward systems
• Experience/Exposure to digital transformation technologies such as RPA, Machine learning