This Area Sales Manager (ASM) Central role at Unilever is pivotal in implementing regional sales strategies and ensuring a robust customer and distributor infrastructure across the assigned territory. The primary objective is to achieve and exceed set business targets by focusing on the unique needs of professional customers. The role involves managing all facets of the sales cycle, from strategic planning and market insights to team leadership and financial control.
Main Responsibilities
- Sales Strategy Implementation: Implement regional sales strategies to achieve and exceed set business targets that are aligned with the broader company objectives, targeting the unique needs of professional customers in the territory.
- Customer Infrastructure & Satisfaction: Ensure a robust Customer Infrastructure is in place across the region. Optimize the quantity & quality of customers in the area such that there are no service gaps while ensuring adequate service levels for trade and financial viability for customers. Also monitor the financial health and profitability of all Customers.
- Establish Distributor Networks: Ability to set up reseller & distributor networks within the assigned territory.
- Stakeholder Management: Build and nurture strong relationships with key channel partners and important customers in the region, addressing inquiries and ensuring satisfaction.
- Territory Expansion: Work to identify and onboard new customers and distribution partners in the region to expand the customer base.
- Market Insights: Conduct in-depth market research to identify market opportunities, potential clients, and gather feedback from customers to enhance product offerings.
- Sales Reporting: Maintain accurate sales records and reports, analyzing data to identify trends and areas for improvement.
- Team Leadership: Manage and lead a team of Territory Sales Officers within the assigned area, ensuring they meet and exceed sales targets while fostering a positive and collaborative work environment.
- Product Knowledge and Training: Stay updated on Unilever Professional product offerings and industry trends. Provide ongoing product training and support to your team to ensure they are well-equipped to serve customers effectively.
- Cross-functional Collaboration: Collaborate with other departments, such as marketing, operations, and customer support, to ensure seamless and exceptional customer experiences.
- Ensuring Controls & Financial Hygiene: Along with the Commercial & Supply Chain team, the ASM ensures system hygiene at customers on aspects like extent of sales return, extent of damage/ shortage claims, mismatch between primary & secondary, physical vs. book stock mismatch, and trade discount.
Experiences & Qualifications
- Bachelors Degree in a relevant field.
- 3 - 5 years of relevant field sales force experience with a proven track record of achieving sales targets.
- Key Distributor management experience is essential.
- Experience in Brand Building and Trade Category Management is an advantage.
