Website Unilever
On any given day, two billion people use Unilever products to look good, feel good and get more out of life. With more than 400 brands focused on health and wellbeing, no company touches so many people’s lives in so many different ways. Our portfolio ranges from nutritionally balanced foods to in… read moredulgent ice creams, affordable soaps, luxurious shampoos and everyday household care products. We produce world-leading brands including Lipton, Knorr, Dove, Axe, Hellmann’s and Omo, alongside trusted local names such as Blue Band, Pureit and Suave. For us, sustainability is integral to how we do business. With 7 billion people on our planet, the earth’s resources can be strained. This means sustainable growth is the only acceptable model of growth for our business. The Unilever Sustainable Living Plan sets out to decouple our growth from our environmental impact, while at the same time increasing our positive social impact. Our Plan has three big goals that by 2020 will enable us to: – Help more than a billion people to improve their health and well-being. – Halve the environmental footprint of our products. – Source 100% of our agricultural raw materials sustainably and enhance the livelihoods of people across our value chain. We believe that as a business we have a responsibility to our consumers and to the communities in which we have a presence. Around the world we invest in local economies and develop people’s skills inside and outside of Unilever. And through our business and brands, we run a range of programmes to promote hygiene, nutrition, empowerment and environmental awareness. 15 Nollsworth crescent Durban North 4019, South Africa
This role will lead for exponential growth of UPRO via Distributive Trade (DT) customers who service B2B professional operators. They will be responsible for significantly improving the performance of current distributors (revenue growth, operations, capability and joint business partnering), as well as increase Reach by developing new RTM solutions.
This leadership role is crucial for the successful transformation of the UPRO business as it repesents the most important strategic pillar to grow the business sustainably and profitably in South Africa.
WHAT WILL YOUR MAIN RESPONSIBILITIES BE
Distributor management and development
Design and lead for a future-fit distributor sales and support infrastructure that clearly define roles, responsibilities, recruitment, remuneration, training, performance evaluation, and discipline
Create and implement Distributor Joint Business Planning (JBP) for mutual profitable growth – getting full alignment between distributor and UPRO agreement on the all elements, KPIs and financial incentives
Establish the rewards and recognition system with clear KPIs that motivates distributors and salesmen
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 – lead target setting and review, management of stock, market credit and working capital, coverage planning and execution, delivery efficiency, invoicing accuracy
Proactively identify and progress solutions to consolidate the distributor network, for example, setting up a Master Distributor
Input into, and lead the flawless execution of Pricing, Promotion, Activations and Product Innovation in DT
Training & Capability Development – raise the bar on sales reps capabilities in partnership with the global and local UPRO teams – identify skill, competency and performance gaps.
Overall accountability for the “back-end” operational systems and processes unique to UPRO or shared with Unilever Retail Customer Operations. Lead and influence these shared teams to support UPRO’s requirements.
WHAT YOU WILL NEED TO SUCCEED
Experiences & Qualifications
B.Com Degree or equivalent
B2B Professional Industry experience > 5 years
Sales leadership experience > 5 years
Route to Market or Distributor Management experience
Experience in managing an external sales team
Skills
Deliver results at speed
Drive accountability inside and outside the organisation to deliver on commitments.
Ability to make P&L decisions to deliver profitable growth through Joint Business Planning and Trading Terms management
Externally connected to operators, customers, channels and markets, used to develop customer-centric plans for growth, e.g. portfolio, RTM, channel activation
Ability to build talent and capability within direct team, and extended team (distributor sales reps)
Ability to implement agile ways of working and flex resource allocation according to business requirements
Ability to lead for change within UPRO, and with our industry partners
Apply via company website ( https://www.unilever.co.za ) or
careers.unilever.com