Graduate Trainee Recruitment At Unilever Ghana 2018 (Senior Level)

Posted on :

21 Dec, 2017

Category :

Marketing Jobs in Ghana

The Channel & Category Development Manager reports directly to the Customer Marketing Director. This is both a key strategic and operational role and is a member on the country category business team (CCBT). The strategic element is to translate marketing (category) plans into channel or customer plans. They are key to bringing internal strategies or objectives into the external environment. They are also responsible for feeding back external elements into the internal environment. They also represent Customer Development related Net Revenue Management projects.

Job Description

Job Title: Regional Sales Manager

Function: Customer Development

Work Level: 2

Reports to: Customer Development Director

Global/Category/Region/Local: Local

Main Purpose

Lead the regional Field Sales Force in achieving the sales objectives for the assigned area as set in the CCD Business Plans. Co-develop Field Sales Force Strategy together with Customer Development Director. Lead and plan resources in sales area as well as lead sales force projects

Job Accountabilities/ Fundamentals

· Ensure ambitious target setting & monitor closely for performance.

· Coach the Field Sales force for Performance in relation to the targets set and build a winning spirit within his/her team.

· Ensure streamlined implementation of the customer strategy at Point of Sales (POS) to further build market share.

· Gather and provide competitive information and feedback to Go to Market (GTM) team in Brand Building

· Manage the execution of activities with customers and distributors including trade shows, demonstrations, product launch events etc.

· Ensure involvement in the execution of customer operations, in-store execution & 3P merchandizing/ field service teams in your region

· Look for growth opportunities- Growth mindset is critical in the channels

· Negotiate business terms with each customer to reach the most effective conditions for Unilever

· Control and manage assigned budgets for sales support in line with Unilever policies and Regional budget maintenance

· Embedding technological requirements with the team and in the region

Key Performance Indicators

· Signed Off JBP’s with Key Distributors OTIF as well as the management of the process

· Deliver growth of the Sales Region

· Regional Customer Servicing Terms and Profitability

· Increase in the market share in the region

· Regional Coverage

· Regional Perfect Store

Key Environment
Internal

Line manager, Trade Category teams, CD Finance, Distribution and Logistics Manager, HR Business Partner. The nature of this contact involves planning and problem solving skills.

External

Customers. The nature of this contact is third party and it involves negotiating, influencing and training.

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CHANNEL AND CATEGORY DEVELOPMENT MANAGER

JOB PROFILE

Job Position: Channel & Category Development Manager WL: 2

Function: Channel & Category Development Department: Customer Development

MAIN PURPOSE

The Channel & Category Development Manager reports directly to the Customer Marketing Director. This is both a key strategic and operational role and is a member on the country category business team (CCBT). The strategic element is to translate marketing (category) plans into channel or customer plans. They are key to bringing internal strategies or objectives into the external environment. They are also responsible for feeding back external elements into the internal environment. They also represent Customer Development related Net Revenue Management projects.

From an operation perspective, the role is central to co-ordination across multiple facets. They are responsible for owning the category S&OP (demand forecast) view, Total Trade Term Spend and providing clear brief & KPI’s by 6P’s for the CD team to execute ie distribution tracking and sales targets at a category level. They work closely with sub-functions within Customer Development (National Account Management, Shopper Marketing, Trade Category Management and Operations) as well as across large business functions (Marketing, Finance, Supply Chain).

MAIN ACCOUNTABILITIES

· Develop category strategic plan through IBP – CCD integral part of brand community; provides customer, channel lens to brand JTBD; input into innovation / renovation business cases (e.g. pack size by channel, pricing, distribution & trade margins)

· Develop Channel strategies incl. new (ecommerce, omni-channel) and traditional channels (e.g. TT Food, Drug, etc.) by geography to win in-store/ online.

· CCD responsible to develop the Internal Category business Plan that helps shape the CFCS part of the IBP Process

· Represent Customer Development and lead for trade feedback into CCBT and translation/brief into CD community of strategic plans on ongoing basis.

· Input into holistic shaping of customer/ channel investment (shopper marketing, trade marketing, in-store)

· Responsible for building and executing NRM projects (Decision on Levers 3-5) & trade investments for category/ channel

· Lead consolidated CD input into S&OP and own S&OP output (month 1-3) – manage/ drive CD business performance in the month and quarter.

· Lead for category COTC KPI’s ie. Improvement of distribution and OSA.

· Ownership of TTS at category level – track and redistribution/trade off of spend by channel and customer to drive growth strategies – Input category P&L into planning quarterly/monthly financial forecasts.

· KPI’s

Deliver/ land the month and quarter plan
USG and Market Share of small ‘C’
Promotions / TTS management & budgets
Distribution KPI/ CotC, Forecasting accuracy
CRITICAL SUCCESS FACTORS FOR THE JOB

KEY SKILLS

RELEVANT EXPERIENCE

· Strong interpersonal skills

· Strong financial aptitude

· Strong leadership and project management skills

· Strategic influencing and presentation skills

· Strong attention to detail

· Excellent computer skills

· High level of Business acumen

Core skills: Finance & Business Acumen

Gap Skills: Channel Strategy, Customer Service Excellence, Trade Investment & Pricing

Minimum 3-5 years’ management experience in Marketing or Sales in FMCG industry
Cross-functional experience in Supply chain, Finance considered a plus.Undergraduate degree required.
B.Comm preferred. *Marketing, Financial majors added benefit*

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