Dual Trade Territory Executive

2 weeks ago

Durban, South Africa Unilever Full time

Location: La Lucia Ridge

MAIN JOB PURPOSE:
Business context:
Unilever Food Solutions (UFS) is the foodservice division of Unilever. It leads the dynamic Food Service market across its categories and has ambitious growth objectives, marketing a range of professional food and beverage products and services to chefs across Multi Country Organization (MCO). UFS South Africa is a growing business and is a significant growth engine for UFS globally.

The food service operators we provide solutions to range from Restaurants to Hotels, Contract and Independent Caterers and Deli’s. Currently UFS largely relies on sales reps visiting chefs and cooks to generate demand.

Digital offers a huge opportunity and future growth for UFS depends on evolving the business model and developing integrated strategies to reach of operators we do not visit. We do this by improving our relationship with operators in every stage of the life cycle.

It is an exciting role and a great development opportunity for an ambitious and motivated individual. It’s a role where the right individual can really make a difference.

You will be responsible to:

- This role is dual focused, callage (both F2F and virtual) of SP/P WS and/or C&C customers within geographical territory - Focus on Sales out via TS and DSR of UFS skus and UPro
- Driven by Regional KPI - Turnover/ / Sales Out / Reached operators (Armstrong + SSD) /Grab/ Ecommerce TO and callage
- Callage (both F2F and virtual) of operators as per Contact Strategy within geographical territory
- Drive and Focus on Grab increase of UFS skus and UPro
- Drive Digital Engagement of UFS platforms
- Callage on based on F2F and Virtual

JOB SUMMARY

This Role is divided into 2 parts:
RTM Cash & Carry / Wholesale and Channel Operator Focused Callage

Cash & Carry
- Building strong relationships with customers to leverage greater business result
- Selling solutions, products, and orders
- Implementation of product promotion by ensuring adequate stock availability and customer related activity to drive out stock
- Have thorough understanding of product promotions and communicate effectively with customer
- Negotiating bulk displays / Gondola ends, broadsheets, and other in-store activity to aggressively drive sales out
- Ensure agreed pricing strategies with customers are in order.
- Achieve volume targets at required NIV levels
- Always ensure stock availability.
- Ensure careful stock rotation with FIFO principals (First in First Out) through 3rd party.
- Advise customer on use of products & monitor UFS KVI lines
- Drive annual plan program or any customer AVP’s
- Actively seek potential business with new stores & or buying groups
- Control & monitor damages, short - dated stock or complaints
- Merchandising stock through 3rd party (On shelf, PI Labels, Facings, FIFO, Stock Rotation, Stock on Hand, Promotional Display or activity)

Wholesale
- Contact Strategy of SP/ P & C F2F and Virtual
- Developing and building strong relationships to gain trusted advisor status by partnering and training sales force to leverage and radically increase customers & our business.
- Drive sales of both in and out of chosen trade partners
- Utilisation of Account Management techniques, execute and deliver required results through 3rd parties - Foodservice Distributors
- Create Customer plans and Analysis of the results to prompt swift action to address gaps by implementing specific sales solutions & initiatives (PTP activities)
- Brief & Implement Customer Account Plan with Buyers, Sales Managers, GM & Telesales Manager
- Outline DSR / Depot Targets & focused strategy, Sales Mix, Chanel Marketing, Implement Sales Activities
- Ensure Constant Stock Availability - All KVIs 44 Days cover, other 22 days. Manage reverse logistics
- Stock forecasting and rotation - analyse the existing rate of sale and adjust stock holding accordingly.
- Full understanding of Customers and the Market to assist in increasing UFS market share

Management of PRICING:

- Ensure correct Pricing, Deals & Price Increases are implemented/listed at a buyer level when the order is signed off.
- Ensuring deals are correctly captured in the SAP system. Accurately done, this will reduce risk and minimize issues which would compromise the relationship and affect sales.
- Negotiate Best Sales Out Price on all promotions or activities.
- Customer pricing claims to be submitted and approved by line manager if valid & exceeds TDC limit.

Implement Marketing and Sales activities:

- Identify whether marketing solution should be customer, product or strategy based.
- Work closely with marketing team to proactively identify & design most appropriate marketing/pull activities (incentives, deals, broadsheet, Rah-Rah days, customer days, pop & balloon day, “go fishing”, project nurture, national price setting) to address target shortfall. (Focus = Sale OUT & how can you achieve this). Increase customer rate of purchase

Channel Focused Callage
- Operator

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