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About the Organisation
Unilever is one of the world’s largest consumer goods companies, with products used by 3.4 billion people in more than 190 countries every day. Guided by its purpose to make sustainable living commonplace, Unilever drives superior performance through responsible business practices. The company believes in empowering its people, fostering diversity, equity, and inclusion, and delivering sustainable and profitable growth across all retail touchpoints.
Territory Manager – Busia and Kakamega job at Unilever Kenya | Apply Now
Nairobi, Kenya
Are you looking for Marketing jobs in Kenya 2025 today? then you might be interested in Territory Manager – Busia and Kakamega job at Unilever Kenya
Full Time
Deadline:
1 Oct 2025
Job Title
Territory Manager – Busia and Kakamega job at Unilever Kenya
Unilever Kenya
Job Description
Reporting to the Area Sales Manager (Nyanza), the Territory Manager will lead distributor performance within the assigned territory by developing joint business plans, ensuring working capital efficiency, and monitoring sales KPIs. The role includes recruiting and coaching distributor sales teams, implementing beat plans, ensuring product availability and proper pricing across channels, and achieving capability score targets. The Territory Manager will also be responsible for ROI monitoring, report submission, and driving customer and retailer engagement to meet and exceed sales objectives.
Duties, Roles and Responsibilities
Qualifications, Education and Competencies
See all details of the qualifications, competencies and education for this role under the "How to Apply" section below.
ONLY ONLINE APPLICATIONS:
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How to Apply
Determine infrastructural and working capital requirements for distributors.
Set and monitor distributor sales and KPI targets using the Joint Business Plan toolkit.
Ensure effective management of working capital (stocks, debtors, cash positions).
Recruit, train, and manage distributor sales teams.
Build strong relationships with customers at KD and POP levels.
Set and review distributor team targets through regular floor meetings.
Monitor distributor profitability using ROI toolkits and recommend improvement actions.
Prepare beat plans to ensure effective territory coverage.
Ensure product assortment availability across channels at correct pricing.
Oversee achievement of Field Capability scores (coverage, lines per call, productivity).
Accompany distributor sales teams for coaching and capability building.
Submit weekly and monthly reports (sales, ROI, profitability, working capital, safety).
Prospect, negotiate, and execute local sales actions within company policy.
SERVICES
COMMERCIAL
SERVICES
INDUSTRIAL
SERVICES
RESIDENTIAL
Bachelor’s degree in Business Management, Economics, or a related field.
At least 3 years of sales experience, with 2 years in FMCG.
Strong Excel and analytical skills.
Skills in customer management and sales essentials.
Proficiency in point-of-purchase execution and monitoring.
Experience developing sales infrastructure and channel investment strategies.
Strong leadership, team management, negotiation, and organizational skills.
Retailer understanding and proven relationship-building capacity.
Demonstrated resilience, agility, and consumer focus.
