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Company Profile:

At Unilever you are more than your job title, you are part of the world’s most successful, purpose-led business. Work with brands that are well-loved around the world, that improve the lives of our consumers and the communities around us.

We produce world-leading brands including Knorr, Dove, Axe, Hellmann’s and Omo, alongside trusted local names and innovative-forward thinking brands like Ben & Jerry’s, The Dollar Shave Club and Surf.

Be part of the most successful purpose-led business in the world. Have the opportunity to see the true impact that you’re having in the work you do - every small thing counts.

Job Scope:

To deliver a win-win partnership with the General Trade Distributors through delivery of consistent profitable sales growth, flawless execution & commerical discipline

Key Accountabilities

Roles & Responsibilities:

1. Sales Management - The Distributor Manager is responsible for driving sales growth in the General Trade channel in UAE.

• Must have and deep understanding of market dynamics and develop strategies to capitalize on Market Opportunities.
• Ensure that Distributors are adequately stocked with the right inventory mix to meet demand.

2. Route Planning and RTM– Identify geographical locations of stores to arrive at an understanding of the area of coverage of the sales team.

• Group stores by region territory to segment journey plans and optimize travel time to maximize time spend in store.
• Define KPI’s (effective coverage, strike rate, Lines sold per productive calls, OSA) to ensure Journey plans are effective. Devise strategies to have the most cost effective direct and indirect coverage models.

3. Relationship Management - Build and maintain strong relationship with Distributors and channel Managers is a core responsibility.

• Must establish effective communication channels, conduct regular market audits, evaluation meetings and provide support where required to ensure mutual success.

4. Team Management - Train and mentor sales team, build capabilities by providing necessary resources to the team to succeed in their roles.

• Conduct workshops and on job training to keep Distributors up to date on best practices.

5. Trade Marketing - Oversee and execute marketing campaigns and activations to drive sales.

• Must stay up to date with industry trends and competitor activities, analyze trends and provide insights to category teams to devise promotional campaigns and innovation ideas.

6. Budgeting and Planning – Should Plan and manage budgets to ensure they are in line with plans.

• Timely reconciliation of distributor claims to keep a clean statement of accounts.

7. Forecasting and Planning – Forecast sales values and volumes by channel/Category to meet annual sales plans.

8. Reporting and Analysis – Develop distributor performance scorecard and conduct monthly reviews to identify issues and opportunities and take corrective actions.

Key relationships

• Sales Director
• Sales Co-Ordinator
• Logistics
• Sales team of other channels
• Merchandisers
• Customer Facing/Service
• Customer & Strategy Team
• Customer Strategy Planners Outside the Company:
• Distributor Channel Managers
• Customer Service and Demand Planning Teams

Key Competencies & Skills:

• +5 Solid years of experience in General Trade within FMCG or Distibutors
• Excel & PowerPoint (Fully Operational)
• persuasiveness / Negotiation
• Initiative/ Co-Founder Mindset
• Positive attitude
• Growth Mindset
• Talent Catalyst
• Story Telling
• Analytical Thinking
• Active Listening
• Time management
• Customer management and selling essentials sales.
• Must have a Valid Drivers License for UAE

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.