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CUSTOMER DEVELOPMENT
Position Title: Field Sales Manager (North)
Main Purpose

Primarily to ensure availability and visibility of company products at Point of sales
(POS) through Key Distributors and channels.
Main Accountabilities
 To ensure compliance with Unilever trade policies at KD level
 Manage Distributor sales resources
 Ensure proper management of KD funding and profitability
 Ensure implementation of trade promotions at POS
 Handling KD and customer complaints at KD level
 Responsible for various initiatives e.g. EDGE, TPM, CCFOT at KD and POP level
 Drive sales target within the assigned territory
 Responsible for the KD, KDSRs and third party contractors within the territory
Relevant Experience
 3 years’ experience in sales. FMCG experience is desirable
 Communication skills
 Post graduate in Marketing/Sales (Optional)
 IT skills, Excel, PowerPoint
 Organizational awareness
 Coaching skills
 Negotiation and Relationship Management skills


Position Title: Field Sales Supervisor (North)
Main Purpose
To increase our brands market share at POS level by building excellent business
relationships at store and ensuring qualitative in-store presence of our brands.

Main Accountabilities
Sales Out (Value &Volume)
Review each KDSR daily sales summary.
 Ensure adherence to PJP by KDSR and delivery team.
 Review daily performance reported by all KDSR in the KD outlet Dashboard.
 Monitor market credit and adherence to credit policy.

Stock
 Record warehouse’s stock level for limited products or promotion products.
Distribution
To develop Distribution plan:
 Assist FSM in making distribution target estimates per KDSR based on shop
type relevant to the demanded product.
To achieve Distribution target:
 Evaluate weekly achievement and reallocate KDSR target.
 Collect proof of target achievement for administration purposes
Direct Coverage
To develop Coverage plan:
 Coordinate outlet survey done by KDSR.
 Assist FSM in developing coverage development plan based on individual
territories’ PJP
FCS
Merchandising
 Support & Monitor implementation of activation and visibility initiatives in the
market
 Plan and monitor utilization of POSM.
 Ensure coordination between KDs, delivery team, and merchandisers.
Communication
 Communicate Unilever activities and policies to KDSR.
 Provide daily performance feedback to KDSR and delivery team.
 Observe and report competitor activities.
Relevant Experience
 1-2 years’ experience in sales, preferably in an FMCG company
 Communication skills
 Proficiency in Microsoft Office Suite
 Organizational awareness


Position Title: Modern Trade Supervisor
Main Purpose
The Modern Trade Supervisor prepare, implement and analyze account figures and
propose options in building the strategy for the National Account Manager to be
negotiated and implemented with the Trade.

Main Accountabilities
 Deliver customer growth and Sales targets.
 Deliver on Perfect Store (6P) strategy in assigned area
 Manage Key accounts on certain elements of trading relationship. (E.g. stock
levels, promotions, point of sale, edge e.t.c). (KAM will provide input and may
interact on occasions directly with dedicated customers)
 Monthly implementation of all promotional activity. Communicating this to the operations team. Monitoring, evaluating and providing feedback to the National Account Manager.
Performance Evaluation
 Analyses business performance and identifies Channel Category
opportunities.
 Evaluates promotional effectiveness with trade i.e. stock in the right place at
right time at the right price.
 Looks for ways to enhance operational excellence in order to improve
effectiveness and efficiency of processes and makes suggestions for change
e.g. credit note reduction.
 Contributes to the development and implementation of the business strategy
and objectives with Category teams.
Visits the Trade
 Agrees travel plan/itinerary with KAM and adheres with route.
Regularly evaluates current performance in the trade, i.e. trade visits and
gives feedback to the Customer team.
 Follows up with customers to ensure that initiatives are being implemented
and takes necessary actions where implementation in not taking place as
agreed.
 Prioritize and focus on key initiatives e.g. (Perfect Store and 6P strategy) that
have significant impact on the business
 Quickly identify issues and opportunities in the trade at store level, then act in
a timely manner to improve business performance
Real Accountability
 Deliver on all customer JBP activities to the retailer on time in full (i.e.
manage commitment internally & externally)
 Do quarterly review of customer compliance to counterparts
 Develop, Implement and monitor contact strategy on a monthly basis versus
business objectives.
 Constantly seek for opportunities to exceed customer targets
 Read, understand and apply Code of Business Principles into everyday
customer engagement
 Track own performance on scorecard to ensure performance standards are
high.
 Walk stores regularly i.e. every week (working with One-pagers and In-store
team (Merchandisers and BAs)
 Frequently develop and update Customer Profile / Fact Book with new
information. Do frequent shopper connections (get feedback and insights
through shopper interactions)
Team Alignment
 Create a common vision with the customer and quarterly review strategic
goals versus scorecard
 Build customer understanding among the cross-functional team by frequently
organizing learning or update forums (Base meetings, Customer forums)
 Share results and learning’s frequently, and celebrate success with cross
functional team members
Build Superior Talent
 Have a clear career roadmap
 Self-development / capability building in line with career aspirations.
 Have regular coaching sessions with team members based on internal and
external feedback
 Share learning’s and best practice with Peers.
Global Mindset
 Understand the relevant category strategy / plans and align with customer
business plans.
 Take global/ regional customer best practices as well as learnings, and
customize and execute locally.
 Understand implications of own actions / decisions for the broader account
Team.

Relevant Experience
Essential:
1 to 2 years relevant field sales or channel/ key accounts experience
Desirable:
 Brand Building experience is an advantage
 Trade Category Management experience is also an advantage
 Analytically orientated
 Basic understanding of the Supply Chain process
 Experience in negotiation and influencing both internally and externally.
 Insight into Category management and new trends.
 In depth understanding of specific accounts and retail business.


SUPPLY CHAIN
Position Title: Master Data Executive
Main Purpose
To develop, implement and manage a quality Master Data Management capability for
the business.
Main Accountabilities
 Fully responsible for all master data objects in MDM scope
 Ensure master data integrity between SAP modules & satellite systems at
optimal quality and accuracy
 Responsible for interaction with business and Akili; become a single point of
contact for all master data related issues between Akili, Business and RAC Teams
as country representative
 Working with Akili on refining the ongoing process and holding them accountable
for delivering agreed SLA’s
 Responsible for validation of master data both at template level and at system
level
 Ensure MDM is fully engaged with business on projects (incl NPD, factory &
distribution changes, GS1, etc)
 Coordinate, analyze, root cause and facilitate resolution of MDM issues
 Co-ordinate and control the documentation of the business rules for each master
data object
 Ensure strict adherence to approval matrix on all master data creations /
modifications
 Conduct workshops and refresher training with users and cascade learnings and
changes, as appropriate
 Develop and maintain a highly effective team of personnel to manage in-country
MDM process
 Establish SLA with data owners & Ensure that agreed SLA’s are met
 Ensuring status of MDM is visible and meets the agreed business SLA’s
 Ensure regular reports are produced & highlight the outstanding issues
 Establish procedures to clean up master data (eg for obsolete products)
 Prepare and maintain up-to-date BCP
 Represent MDM within the corporate data governance committee
Relevant Experience/Criteria
 Tertiary qualification preferred in systems, and process management areas
Knowledge of SAP
 2 years’ experience in change management and systems related projects
 Analytical skills
 Excel skills
 Should have good interpersonal skills
 Influencing skills in order to influence category teams


Position Title: Demand Planning Assistant
Main Purpose
To provide the company with an updated weekly demand forecast
Main Accountabilities
 Assist Demand Planners with the creation of the baseline forecast. Carry out
periodic cleaning of the historical data to ensure that baseline a reflection of
reality
 Provides analyses at the required level of detail- SKU, brand, channel
 Itemize and document all relevant data and set of assumptions of activity plans
and market intelligence coming from CD, COM and BB on top of baseline to
produce unconstrained demand
 Highlight risk opportunities to create the range forecasting
 Maintains an active/ valid list of SKU in the demand list
 Manage and report all the KPIs selected for category team scorecards (bias ,
inaccuracy, volume NPS channel based, OOS levels etc
 Keeps track and records issues regarding forecast accuracy, forecast
consumption (Actual sales vs. forecasted sales).
 Prepare and execute loss tree actions to improve accuracy
 Make weekly reviews for operational forecast
 Drives market specific improvement projects to increase forecast accuracy
 Monitors slow moving and obsolete stocks in the MSO
Relevant Experience/Criteria
 B.Sc./HND/ND Sciences (Economics, Statistics, Sociology)
 Knowledge of SAP
 Analytical skills
 Basic excel skills
 Preference for an industrial engineer / statistics background
 Should have good interpersonal skills
 Influencing skills in order to influence category teams
 Planning and organizing skills
 Organizational awareness- they should know their counterparts in various
teams


Position Title: Supply Planning Assistant
Main Purpose
 Support short to medium planning of supply to optimize customer service at
minimal cost and facilitate SC delivery of innovation.
 Assist in ensuring there is no interruption in supply and that the highest level of
customer service is achieved.
Main Accountabilities
 Support the supply planning process focusing on the short-term planning and
inventory management of finished goods.
 Support to deliver the business supply planning process to ensure a robust supply
plan is issued to the production units.
 Generate short/medium term production/supply plan.
 Assist to identify short/medium term issues that can affect customer service
level.
 Work closely with warehouse and distribution managers to ensure delivery of
customer service,
 Identify potential bottlenecks on finished goods production and propose ways to
resolve them at optimal cost.
 Update supply plan to meet demand forecast.
 Assist in managing the stock holding policy in order to meet CCFOT target and
stock days on hand target.
 Update the Capacity-Planning Tool.
 Align export requirement with local production plan.
Anticipating and addressing short/medium term SC risks.
Relevant Experience/Criteria
 B.Sc/HND/ND Sciences (Economics, Engineering)
 Knowledge of SAP
 Analytical skills
 Basic excel skills
 Knowledge and information management
 Should have good interpersonal and communication skills
 Planning and organizing skills.
 Organizational awareness- they should know their counterparts in various teams