Territory Executive: Pretoria & Limpopo - Unilever

At Unilever, your career will be a unique journey, grounded in our inclusive, collaborative, and flexible working environment. We don’t believe in the ‘one size fits all’ approach and instead, we will equip you with the tools you need to shape your own future.

Unilever is currently hiring for a Territory Executive

JOB PURPOSE

As Trade Executive, you will be responsible for executing UFS customer engagement strategy offline & online with Trade Partner customers to deliver business growth targets ie. turnover, volume, reach & penetration.

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 a self-motivated, outcome-driven sales individual, with a strategic and agile mindset then this role is just for you.

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WHAT WILL YOUR MAIN RESPONSIBILITIES BE (But not limited to):

• Accountable for delivering business targets for the assigned territory/area/region and Customer P&L ie., turnover, volume, reach & penetration, eComm & digital targets.

• Build & Nurture relationships with trade, wholesalers (distributors) & its teams including DSRs.

• Develop, maintain, and execute customer account plans/joint business plans with trade partners including trade term agreement, sell out activities and DSRs & Trade team engagement with clear KPIs (Sell-out – Volume, Reach, Penetration, eComm)

• Ensure scorecards populated by BEX Data team are used in all planned customer reviews.

• Ensure trading terms are signed off and that scorecards are submitted timeously

• Submit Proof of Agreement of promotions tied up in trade for timely creation of rebate accruals to RSM

• Drive data sharing agreements with trade partners for SSD of offline/online sales out as per agreed UFS data roadmap.

• Focus on data-driven opportunities in all sales out activities that can be effectively measured.

• Input of all planned customer activity into a UFS customer activity grid

• Use all data effectively, ie insights into actions into plans that enable increased turnover, volume, reach and penetration.

• Responsible for accurate forecasting based on planned sales in/out activity. Ensure activities and corresponding spending are given to RSM as part of S&OP process.

• Conduct financial analysis for planned sales in/out activity via ROI - OPSO and Promo Analysis and ensure that this is signed off by the relevant SOA approver.  

• Focus on the creation of brand awareness and portfolio opportunities at trade partner customer days and trade shows.

• Collaborate with Demand Creation Chefs for Trade Partner/DSR Culinary training needed.

• Focus on digital selling by working with trade partners to generate demand creation towards either UFS.com or via traffic to own trade partners' platforms

• Use data driven recommendations for cross selling.

• Drive engagement for trade partners as per defined contact strategy for the assigned territory ie., Performing F2F calls (and virtual when needed) via local CRM tool.

• Close collaboration with trade/RTM team to ensure implementation of promotions by ensuring adequate stock availability and customer related activity to drive sell-out.

• Negotiating trade terms including secondary displays, primary share of shelf & other in-store activity to aggressively drive sales out with trade partners.

• Monitor stock FIFO implementation, aging and align actions with distributor Trade & DSRs to minimize business waste.

• Have a deep understanding of the competitor landscape and track pricing, in market activity and new launches

• Ensure timely submission & settlement of distributor claims (with appropriate supporting documents) from trade partners.

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Experiences & Qualifications

Minimum:

• Relevant Sales Qualification

• 2-3 years of working experience in similar function in FMCG

• Proven track record in sales, preferably in the Foodservice Industry

Preferred:

• Industry knowledge for trade customers (RTM Customers)

• Account management

Skills:

• Strategic Selling skills

• Impactful Customer Engagement

• Full understanding of all Customers & UFS solutions (research & pre-call planning)

• Business Insights to Activation Solution Selling

• Sound understanding of all Offline & Online Touchpoints

• Familiarity of UFS CD Cycle which includes Planning of call Cycles

• Customer Business Planning

• Data & analytical Skills - Ability to use data driven insights for execution

• Knowing the Business: The ability to demonstrate awareness of the food industry, its markets

• Collaborator - Ability to work cross-functionally in order to deliver on customer needs.

• Commercial Skills

• Strong Business Acumen

• Strong Negotiation skills

• Exceptional Planning skills

• Strong organizational skills & stakeholder management

• Agility – Ability to adapt & drive the change and flexibility to pivot self & others towards business requirements

• Strong communication skills. Ability to use all company digital tools for external & internal comms.

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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 (Minimum vs Preference)

  • 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.

  • BUSINESS ACUMEN: Creates sustainable growth with purpose, engaging different partners across the system for change.