Territory Sales Manager- Inland PC

Unilever is currently hiring for: Territory Sales Manager- Inland PC

Function: Customer Development

Reports to: Key Account Manager- BWPC

Scope: South Africa

Location: Johannesburg

Terms & Conditions: Full time

ABOUT UNILEVER

With 3.4 billion people in over 190 countries using our products every day, Unilever is a business that makes a real impact on the world. Work on brands that are loved and improve the lives of our consumers and the communities around us. We are driven by our purpose: to make sustainable living commonplace, and it is our belief that doing business the right way drives superior performance. At the heart of what we do is our people – we believe that when our people work with purpose, we will create a better business and a better world. 

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.

CATEGORY/FUNCTION INTRODUCTION

Customer Development (CD) is what we call our Sales organization at Unilever. Customer Development works closely with our customers to pioneer new products, build categories, and best deploy best-in-class retail and shopper capabilities.

JOB PURPOSE

The Territory Sales Manager (TSM) is regionally based and is responsible for the following customers at a store level: Large Local Supers (LLS) and Cash & Carry (C&C), i.e. Retail and Wholesale independent customers in traditional trade.
The TSM is responsible for the negotiation and facilitation of orders for the assigned customers in that region at a store level; and will not be calling on a Buyer or a Buying Group. The TSM executes in alignment to the national agreements of the Regional KAM or National NAM/Buyer. Key outputs of a TSM are negotiation of price as per NAM/KAM mandate, collating & processing of orders and promotional activity agreements at a store level).

WHAT WILL YOUR MAIN RESPONSIBILITIES BE

External Customer Management & Operational Execution:
Negotiate and facilitate orders as per your call cycle, under direct instruction from the NAM/KAM and within the agreed parameters. The TSM owns this process end to end for their relevant stores - from pricing, order placement, delivery and all admin that arises from the transaction.

The key outputs per cycle will be:

• Negotiation of price as per NAM/KAM mandate

• Collating & processing of orders

• Promotional activity agreements

• Own the perfect store results in their assigned stores and ensure UFS execute accordingly.

• Work closely with the UFS team on a store to store basis to manage the instore day to day operational execution to minimise out of stocks, damaged stock & claims, ensure rotation of stock and avoid high stock levels.

• Ensures in-store negotiated deals and promotional activity are clearly communicated to UFS for implementation.

• Build and maintain effective working relationships with the customers key stakeholders, by building knowledge and understanding of the way the customer operates.

• Manage the day to day operational issues by customer, such as: landing of the cycle priorities, UFS callage and merchandising and display bias for action when it comes to dealing with queries raised by the customer.

Internal Customer Management:

• The TSM must align and feedback to the KAM/NAM on turnover assumptions, budgets and consequent S&OP forecasting through a robust Bottom-up Build process (for their assigned stores).

• The TSM is responsible for the claims management process in their customers with the support of the CSE Team.

• The TSM is responsible for the pricing and accruals management process in their customers with the support of the MSIT Team.

Experiences & Qualifications

• Degree or Diploma in Sales, Marketing, Business Management, or related field.

• Minimum 3–5 years in retail or wholesale sales, preferably in FMCG or traditional trade.

• Proven experience managing store-level execution and customer relationships.

• Familiarity with LLS and C&C environments is highly advantageous.

Skills

• Strong negotiation and interpersonal skills.

• High attention to detail and operational discipline.

• Self-driven, with a bias for action and problem-solving.

• Ability to work independently while aligning with national strategies.

Unilever is an equal opportunities employer and committed to diversity and inclusivity in the workplace.  We are intentional in employing the best talent that reflects the demographics of our country, and which will help build representation of currently under-represented groups. We therefore invite applications from all candidates representing diversity of age, sex, disability, sexual orientation, race, religion or belief. When appointing potential candidates, the South African Employment Equity and Broad Based Black Economic Empowerment Legislation will be considered.  

We are required by law to verify your ability to work lawfully in South Africa. If you are applying as a foreign national, please note that you may be requested to provide supporting documents supporting this.

This is an office-based role in Johannesburg and requires 100% of time attendance on site.

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.