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JOB PROFILE
Company: Unilever Cambodia
Business Function: CBD/Sales
Job Title: DT Assistant Manager
Reporting to: Area Sales Manager
Overview:
Unilever is one of the World's leading consumer goods companies, making and selling around 400 brands in more than 190 countries worldwide. With the key vision of making sustainable living commonplace, 2.5 billion people use our products to look good and get more out of life every day. We have been operating as Unilever (Cambodia) Limited since 2003 and have grown rapidly to become one of the leading companies in Cambodia. Our brands such as Viso Pises, Breeze, Comfort, Sunlight, Lux, Ponds, Vaseline, Citra, Sunsilk, Clear, Dove, Close up, Knorr, Best Food, Lipton, and Wall’s are widely available throughout the Kingdom and are the market leader in the category.
Main Duties and Responsibilities:
The Distributor Assistant Manager will be responsible for leading and managing a sales team within a designated territory of distributors. The primary objective of this role is to drive sales growth, ensure great product distribution, visibility, optimize effective coverage with great territory management and increase market share.
The ideal candidate should possess strong leadership skills, exceptional sales/ business acumen, and a deep understanding of working capital, ROI and operation in the FMCG industry.
Sales Strategy and Execution:
- Implement effective sales strategies to drive business growth by translating monthly CD priorities & company strategy into great execution.
- Set sales targets and objectives for the assigned distributors and monitor the performance of the sales team to ensure targets are achieved.
- Provide clear guidance and support to front liners (distributor sales team) and identifying sales opportunities, negotiating deals, and closing sales.
- Conduct regular market visits to monitor in-store product availability, visibility, promotional & monthly campaign activities.
- Monitoring sales activation and support all MDM program to build brand penetration and increase market share.
- Analyze market data and sales reports to identify trends, gaps, and spot on opportunities through channel, category lens to maximize sales.
Team Management and Development:
- Work with distributor team to recruit, train, and motivate a high-performing sales team.
- Set clear performance expectations and conduct regular performance evaluations.
- Provide coaching, guidance, and feedback to maximize individual and team performance.
- Foster a positive and collaborative team environment.
Customer Relationship Management:
- Build and maintain strong relationships with key customers and business partners.
- Monitor customer satisfaction levels and promptly address any concerns or issues.
- Stay updated on market trends, customer preferences, and competitor activities to identify new business opportunities.
Territory and Outlet Management:
- Develop and implement effective outlets coverage (direct & controlled stores), giving clear direction and monitoring to ensure right PJP/ frequency setting in assigned distributors.
- Build strong fundamentals of sales through FCS (Field Capability Score) KPIs improvement.
Sales Reporting and ROI/ Working Capital Analysis:
- Prepare accurate sales forecasts, promotion plan and reports.
- Analyze sales data, market trends, and competitor performance to identify areas for improvement and develop appropriate action plans.
- Join monthly business review with distributor to identify gap and opportunity, ensure all monthly KPIs are delivered as plan.
- Support RSMs on distributor ROI data and working capital analysis, to ensure stability of good cash flow management, and healthy profitability.