JOB TITLE: Key Distributor Executive<\/p>\n
JOB LOCATION: KZN, Limpopo, Mpumalanga, Gauteng<\/p>\n
EMPLOYMENT TYPE: Permanent<\/p>\n
DEPARTMENT: Customer Development<\/p>\n
MAIN JOB PURPOSE:<\/p>\n
Key Distributor Executive (KDE) is responsible for supporting the KD Strategy Manager in
\nmanaging General Trade sales and distributors performance delivery within responsible
\nterritory by creating and implementing localized sales plan and also leading distributors in
\nallocated territory in terms of overall operations, processes, people capability to ensure
\nthat all company\u2019s targets (including sales target\/distribution target\/coverage
\ntarget\/merchandising target) are completely achieved in the area in order to sustainably
\ngrow the business, profitability as well as Unilever\u2019s market share in line with business
\nobjectives set.<\/p>\n
KEY ACCOUNTABILITIES:
\nCustomer Strategy and Business Plan
\nBreak 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
\nAnalyze the sales trend based on the volume, value, sub-category, brand and SKU to be able to take territory actions
\nSupport 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
\nThink big and think tight through brainstorming and prioritizing key activities that effectively deliver business objectives.
\nSupport 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
\nSupport 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.
\nCreate a detailed implementation plan for Channel Business plan including resources, infrastructure requirements, 3rd Party capability, trade communication and financial profitability aspects to achieve \u201cWin-with-customer\u201d concept
\nSupport 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
\nEvaluate and provide feedback about the effectiveness of the plan or proposal proposed by DSS or OM
\nSupport the KD Strategy Manager to develop and implement a trade terms strategy in line with the company customer strategy
\nSupport 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
\nSupport the KD Strategy Manager to increase store coverage in the responsible territory by implementing actions according to agreed coverage plan and strategies.
\nEnsure in-store operational excellence including qualitative in-store presence of our brands, in-store visibility and assortments<\/p>\n
Sales Capabilities Building
\nSupport the KD Strategy Manager to ensure execution team has the right capabilities, skills, resources and information to deliver Unilever’s objectives
\nTrack and analyze the sales implementation to ensure compliance to set guidelines, and to take prompt action to correct problems
\nHuman Resource Management – Selection of distributor sales team, direction and motivational input and implementation of a reward and recognition system
\nTraining & Capability Development – Identifying skill, competency gaps and performance gaps. Coaching to improve performance<\/p>\n
Distributor management and development
\nConduct 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
\nSupport 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
\nSupport the KD Strategy Manager to establish the rewards and recognition system with clear KPIs that motivates distributors and salesmen
\nKnow the Distributors in depth (Distributors Insight) – their business aspirations and goals, their business thumb print key business drivers and barriers
\nManagement 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
\nDistributor profitability – understand the cost structure, computation of ROI, and use the elements of the ROI to achieve the business objective
\nDistributor Management – target setting and review, management of stock, market credit and working capital, coverage planning and execution, delivery efficiency, invoicing accuracy
\nDistributor Management – Logistic and Warehousing, by understanding distributor warehousing and delivery system, acknowledge the order processing and customer service system and fix the stock norms<\/p>\n
Others
\nSupport 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
\nSystems 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.
\nDevelop strong relationship with key customers and strategic retailers to be dominant at the market
\nKnow Key retail customers in depth – their business aspirations and goals, their business thumb print key business drivers and barriers
\nAlways update competitors\u2019 movement and new products to KD STRATEGY MANAGER<\/p>\n
SKILLS\/EXPERIENCE:
\nMatric
\nBcom degree (Preferred)
\nDiploma
\n3 \u2013 5 years FMCG experience
\nExperience with route to market
\nExperience within distribution<\/p>\n
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