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Main Job Purpose: Exploit new and develop existing business for the total Foodsolutions portfolio of products within all relevant customer channels by using a combination of face-to-face selling, Customer Relation Management (CRM) and product demonstrations.
Job Purpose and Responsibilities
Maximise sales of Unilever Foodsolutions products to ensure achievement of agreed targets by:
Ensuring all designated customer accounts are serviced and maintained to the required standards.
Achievement of Key Performance Indicators monthly as agreed with NSM & ASM.
Calling on nominated catering outlets and influencing key decision makers with the objective to arrive at successful sales. Frequency/duration of call shall be consistent with the agreed work state and cost effective journey plan.
Working with Area Sales manager and mapping out strategies and tactics to achieve sales area goals.
Implementing sales strategies and tactics within assigned sales territory
Preparing a monthly plan for specified outlets to achieve category-wise and SKU-wise volume targets
Extending Foodsolution product distribution and usage in all outlets thus increasing volume base as well as control and evaluating these accounts
Identify and support where possible and practical those chef organizations and other associations which can benefit Foodsolutions
Customer Relationship Management
Be fully operational in all Customer Relation Management (CRM) activities and methodology. This is achieved through the following activities:
Maintaining and constantly improving the demonstration/ sampling to all customers
Continuously building good relationship with customers and networking with suppliers in the same industry
Handling customer complaints and objections
Manage all operational issues that arise on the job or at the field. These include the following tasks:
Ensure that all accounts pay any outstanding debts owed to company/ distributor within set procedure, and to assist on any debt collection efforts undertaken by company/ distributor.
Maintain liaison with Distributive and Operator Account Management Teams, reporting any information relating to trade/customer activity that could affect the business. Also be responsible for implementing any tailored activity agreed by said teams.
Motivate the redistribution stockists to actively support, promote and sell Foodservice products. Ensure that she/he operates in line with the overall Foodservice business strategy.
Organize and maintain effective administrative systems to include CRC, contact strategy, Daily Field Report, expenses and work plan and to meet required deadlines for completion.
Supervise, control and continuously evaluate any merchandising operation at territory level, and highlight any existing opportunities.
Support to Other Functions
Support the marketing function in the launch of new product and formulation of brand strategies
Communicate and co-ordinate with other departments to meet customer satisfaction, e.g. product development
Maintain liaison with account management and colleagues at territory level, to develop territory and individual account plan and implement agreed promotional activity
Ensure that agreed promotions with marketing are fully implemented and leveraged.
Provide regular feedback to management team on new customers, business situation, distribution trends, market trends in catering (including kitchen techniques and constraints imposed by governmental policies) and competitors’ strategies
With the help of the ASMs, define any substantial changes in demand of particular products/ SKUs to the operations personnel.