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Sales & Customer Development

• Deliver territory secondary sales targets through KD teams.
• Drive KPI performance and operational excellence on the route, including use of HHTs, printers, itineraries, trade pricing, and TPM.
• Conduct territory planning, target setting, performance analysis, and action planning.
• Ensure KD compliance with Unilever requirements, including territorial integrity, reporting, payment procedures, staff investment, and operational standards.
• Expand market coverage and implement growth initiatives.

Key Distributor (KD) Management

• Conduct continuous KD appraisal, prospecting, and territory demarcation.
• Oversee KD staffing, deployment, appraisal, and discipline.
• Monitor KD return on investment (ROI), data entry, and improvement plans.
• Manage KD health, working capital, and operational efficiency.

Operational Excellence

• Manage territory budget and ensure effective communication and implementation of company activities.
• Oversee stock management, including physical and system stocks, deliveries, and out-of-stock situations.
• Validate and approve claims.
• Manage trade visits and interactions with third-party and government agencies.
• Champion area safety programs.

Performance Accountabilities

• Turnover and volume growth.
• Improved FCS score (BP, ECO, LPPC).
• Numeric distribution and operational efficiency of KDs.