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June 27, 2023

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  • Full Time
  • Kenya


Unilever is an organisation committed to equity, inclusion and diversity to drive our business results and create a better future, every day, for our diverse employees, global consumers, partners, and communities. We believe a diverse workforce allows us to match our growth ambitions and drive inclusion across the business. At Unilever we are interested in every individual bringing their ‘Whole Self’ to work and this includes you! Thus if you require any support or access requirements, we encourage you to advise us at the time of your application so that we can support you through your recruitment journey.

Main Purpose

Responsible for managing distributors profitability within a defined territory to achieve sales and coverage targets.

Main Accountabilities

  • Determine infrastructural requirement of a distributor for a particular territory including working capital required.
  • Determine and prepare distributor sales and KPI targets using the Joint Business Plan toolkit.
  • Ensure that working capital is effectively managed by constantly monitoring stocks, debtors and cash positions to meet the right norms.
  • Build excellent relationships at KD and at POP level
  • Set up the distributor team by recruiting the right skills, right numbers and training through field coaching to deliver assigned targets.
  • Set targets for all distributor team and review performance constantly through market floor meetings to ensure target achievement.
  • Ensure that KD is profitable by using the ROI toolkit to monitor income and expenditure and report on monthly actions to improve.
  • Ensure weekly submission of KD extracts used in raising orders for the KDs
  • Prepare beat plans for KD sales team to ensure effective & efficient coverage of assigned territory with all product categories
  • Prospects, negotiates and initiates local actions in line with company policies
  • Ensure the availability of the right product assortment at the right channel at the right price.
  • Ensure achievement of the Field capability score by meeting targets for coverage, lines per call and bill productivity
  • Building capability of distributor sales team through full day sales accompaniment and field coaching.
  • Submission of weekly and monthly reports – weekly sales report, ROI and profitability report, working capital analysis report and safety reports.

Critical Success Factors of the Job

Key Skills

  • Driving skills
  • Good Interpersonal skills
  • Relationship management skills
  • Negotiation skills
  • Has to be a thinker and a doer.

Relevant Experience

  • Bachelor degree or equivalent

To apply for this job please visit

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