Territory sales officer
Unilever - India
Total years of experience :8 years, 7 Months
Manages the distributor spends in the market and ensure continuous improvement, quality and value of investment as per the preset margin and investment improvement growth targets.
Work closely with distributor management, distributors sales reps, pull team, chains team, and the culinary team to achieve preset growth KPIs for the distributors.
Manages & builds relationships with distributors & wholesalers in a way to become a trusted advisor & preferred supplier by providing complete solutions based on a clear understanding of the customer’s business.
Provides win-win solutions for above mentioned distributors/wholesalers and HUL.
Liaise between distributor’s purchasing team and Unilever’s supply chain to ensure 100% availability with distributor as per the agreed stock cover.
Helps distributors & wholesalers increase revenue and/or efficiency in their establishment and at the same time add new product listings and increase existing products consumption.
Implement systems and tracking tools to monitor & improve distributors performance and efficiency, initiates corrective actions when needed for the distributor or the distributor sales reps.
Implement marketing promotions for operators through our distribution partners
Create and propose customized marketing campaigns through and with the distributors based on their product offering, portfolio, sales capabilities, and channel reach in line with the company marketing and sales priorities.
Coordinates with distributors on availability of stocks and ensures compliance with various KPI’s.
Coach and develop the distributor sales team directly through continuous trainings and joint sales visits.
Manage the stock in the distributor’s premises to avoid out of stock and write offs.
Manage distributors through implementing UFS NEO trading terms and ensure full compliance to on & off invoices KPIs
Generates positive ROI and supports sustainable growth.
Ensure the submission Of requested reports from the distributors as per the agreement, on time, in full and as per UFS standards/templates.
Cross functions
Liaise between distributor’s purchasing team and Unilever’s supply chain to ensure 100% availability with distributor as per the agreed stock cover.
Work closely with the finance business partner to ensure distributor’s growth and profitability
Work closely with Marketing counterpart to ensure Marketing & Sales plans/activities are designed based on market/operator needs
Work close with Culinary team to develop and increase product knowledge and technical capability of distributor sales force to drive Free Trade basket and innovations.
Sales growth & business KPIs
Responsible for achieving pre-set sales and volume growth targets and other business strategic KPIs of the given territory.
Execute the Sales & Marketing plan with distributors through demonstrating a clear understanding of HUL priorities and customizing those activities to fit & match distributor portfolio, channels & capabilities
Drive innovations through working close with distributors sales force.
Distribution management, Business development, Sales promotion
Completed Master of Business Administration(MBA) from Pondicherry Central University with specializations in Finance and Marketing.
Completed Bachelor of Business Administration (Management) from Kannur University at 65%. Also completed Certificate in Business Skill from IGNOU.BBA includes the detailed study of Human Resource, Marketing and finance department.
