Unilever South Africa: Key Distributor Executive

Posted on :

21 Aug, 2013

Category :

Customer Service Jobs in South Africa

Key Distributor Executive(Job Number: 13000AD3)
Schedule: Full-time
Primary Location: : South Africa-KwaZulu-Natal-Durban
Shift: Day Job
Job: Customer Development
Travel: Yes, 20 % of the Time


Every day, around the world, people reach for Unilever products. Our brands are trusted everywhere and, by listening to the people who buy them, we’ve grown into one of the world’s most successful consumer goods companies. In fact, 150 million times a day, someone somewhere chooses a Unilever product.

Look in your fridge, or on the bathroom shelf, and you’re bound to see one of our well-known brands. We create, market and distribute the products that people choose to feed their families and keep themselves and their homes clean and fresh.

JOB TITLE:  Key Distributor Executive
JOB LOCATION:  KZN, Limpopo, Mpumalanga, Gauteng
DEPARTMENT: Customer Development

Key Distributor Executive (KDE) is responsible for supporting the KD Strategy Manager in managing General Trade sales and distributors performance delivery within responsible territory by creating and implementing localized sales plan and also leading distributors in  allocated territory in terms of overall operations, processes, people capability to ensure that all company’s targets (including sales target/distribution target/coverage target/merchandising target) are completely achieved in the area in order to sustainably grow the business, profitability as well as Unilever’s market share in line with business objectives set.


Customer Strategy and Business Plan
Break down annual sales target into monthly, weekly and daily target; Create a localised sales plan to achieve the target; Regularly monitor sales performance to ensure target achievement as planned
Analyze the sales trend based on the volume, value, sub-category, brand and SKU to be able to take territory actions
Support the KD Strategy Manager to effectively translate Point of Purchase objectives into store level implementation plans specifically for channels and customers. Sell the POP vision to customers and channels and ensure the execution
Think big and think tight through brainstorming and prioritizing key activities that effectively deliver business objectives.
Support the KD Strategy Manager to sell and communicate the plan using Structured Commercial Selling Techniques in order to effectively execute and align plan from business partner in customers via distributors
Support the KD Strategy Manager to create a distributor Joint Business Plan to create full alignment of infrastructure and capabilities with the strategic objectives to ensure operational excellence.
Create a detailed implementation plan for Channel Business plan including resources, infrastructure requirements, 3rd Party capability, trade communication and financial profitability aspects to achieve “Win-with-customer” concept
Support the KD Strategy Manager in the implementation of Distributor Joint Business Planning (JBP) – getting alignment between distributor and Unilever agreement on the elements, KPI and financial incentives
Evaluate and provide feedback about the effectiveness of the plan or proposal proposed by DSS or OM
Support the KD Strategy Manager to develop and implement a trade terms strategy in line with the company customer strategy
Support the KD Strategy Manager to plan and implement necessary business tactics, conduct negotiations and close both financial and long term strategic deals at all levels in the customer organisation
Support the KD Strategy Manager to increase store coverage in the responsible territory by implementing actions according to agreed coverage plan and strategies.
Ensure in-store operational excellence including qualitative in-store presence of our brands, in-store visibility and assortments

Sales Capabilities Building
Support the KD Strategy Manager to ensure execution team has the right capabilities, skills, resources and information to deliver Unilever’s objectives
Track and analyze the sales implementation to ensure compliance to set guidelines, and to take prompt action to correct problems
Human Resource Management – Selection of distributor sales team, direction and motivational input and implementation of a reward and recognition system
Training & Capability Development – Identifying skill, competency gaps and performance gaps. Coaching to improve performance

Distributor management and development
Conduct the distributor audit by gaining understanding of the distributor through the distributor profile and fact book; conducting performance review by territory, category and channel; conducting an operations review by function within the distributor organization; and analyzing market trends and competitor activities that may affect the distributor
Support the KD Strategy Manager to design a distributor sales and support infrastructure that clearly define roles, responsibilities, recruitment, remuneration, training, performance evaluation, and discipline & discharge policies

Support the KD Strategy Manager to establish the rewards and recognition system with clear KPIs that motivates distributors and salesmen
Know the Distributors in depth (Distributors Insight) – their business aspirations and goals, their business thumb print key business drivers and barriers
Management of distributor contracts – design (with legal) and communicate and implement the same. Ensure enforcement of the contract through periodic review with the CD organisation and the distributors

Distributor profitability – understand the cost structure, computation of ROI, and use the elements of the ROI to achieve the business objective
Distributor Management – target setting and review, management of stock, market credit and working capital, coverage planning and execution, delivery efficiency, invoicing accuracy
Distributor Management – Logistic and Warehousing, by understanding distributor warehousing and delivery system, acknowledge the order processing and customer service system and fix the stock norms

Support the KD STRATEGY MANAGER to build and maintain productive customer relationships by maintaining regular (formal and informal) customer contact, organising customer meets, developing and implementing customer recognition programs
Systems and Control/Exploiting IT Operational – Implementation of IT package, HHT, SAP management, setting systems for accurate SS information, customer database management and fixing stock norms.
Develop strong relationship with key customers and strategic retailers to be dominant at the market
Know Key retail customers in depth – their business aspirations and goals, their business thumb print key business drivers and barriers
Always update competitors’ movement and new products to KD STRATEGY MANAGER


  • Matric
  • Bcom degree (Preferred)
  • Diploma
  • 3 – 5 years FMCG experience
  • Experience with route to market
  • Experience within distribution


Please note: as part of the job application, you will be asked to complete an online assessment. Completion of the assessment is mandatory in order to be considered. Please allow yourself plenty of time to complete both the application and assessment.  If the assessment is filled out partially or not at all, it will adversely affect the progress of your application. Please be aware that you will have to complete the assessment at once as you will be unable to return to it later.


How to Apply

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