ASSISTANT SALES OPERATIONS MANAGER
Location: Karachi
MAIN JOB PURPOSE
The purpose of the Assistant Sales Operations role is to be the first point of contact and expert to the Field team & key customers on all aspects of cabinets in enhancing the execution and availability of ice cream in key channels and outlets. They will execute strategies / business policy to balance the necessary revenue from cabinets whilst ensuring all customer outlets have the opportunity to grow their business through access to the best available equipment & service relevant to them. The successful candidate will be a self-starter with imagination and drive to overcome challenges and a curiosity as to how we improve the sales of ice cream to consumers through more and better equipment supported by innovative cabinet operations.
JOB SUMMARY
Build and maintain strong customer and internal relationships.
Build strong and sustainable relationships at all levels with a range of wholesale, retail customers & internal stakeholders.
Develop a deep contact network at head office, regional and outlet level.
Negotiate effectively with the customer where required – e.g. cabinet pricing / volumes with direct purchased cabinet customers and bundle deals through RTM.
Manage cabinet / equipment presence at key customer events e.g. trade shows.
Give first-hand feedback to the cabinet operations team with customer insights and improvement opportunities.
Provide training and support on Cabinets to field sales team.
Develop and execute hybrid cabinet scheme integrated into customer and channel business plans!
Give expert input to customer business plans with the support of a great cross-functional team of Sales Engineer, Customer Service and Aftersales Manager, Brand Managers, Category Managers, Finance Managers and the whole OOH / WRS team.
Management and development of marketing material including the Unilever Freezer Sales Scheme through the RTM customers and direct discounts through key managed accounts / web deals.
Ensuring that all activity is legally valid and follows all brand guidelines through liaison with Unilever Legal and Brand teams.
Contribute to the launch of new products and execution initiatives with customers providing expert input in a timely manner where equipment solutions are a key enabler. o Ensure effective activation of key activity through equipment (e.g. events, promotions, range reviews), through integrated proactive management with end outlet / consumer focus.
Manage financials and data to efficiently manage and control total fleet as well as driving continuous improvement in execution through cabinets o Uses financials and data to develop cabinet selling strategies to support the long growth ambitions of OOH team raising relevant issues within the tea for resolution. o Develops and manages P&L’s to develop the policy for selling leasing or maintaining cabinets to all customers and channels
Ensuring regular reviews with customers to monitor cabinet performance / execution in their outlets agreeing corrective action where required
Collates input to forecasting and co-ordination for annual planning of cabinet volume by channel / customer / cabinet for both FOL and Customer purchased assets.
Ensure customers are compliant with agreed trade terms / agreements for assets; where these are breached seek a resolution and monitor implementation of agreed counter measures.
Also has key interfaces with: WRS Team including Logistics, Aftersales, Purchasing, Business Process, Engineering & in the OOH team Brand Managers, Category Managers, Customer Care Team (Finance, Supply Chain).
KEY REQUIREMENTS
Bachelor’s/Master’s Degree
3-4 years of relevant sales experience in FMCG/Snacking industry is preferred
Minimum 2 years of relevant customer management experience in equipment supply to catering outlets or similar asset dependant FMCG environments.
Experience of managing equipment buyers /customers
Strong technical understanding of refrigeration equipment is preferred.
Skills
Exhibit all Standards of Leadership (purpose & service, personal mastery, business acumen, talent catalyst, agility, consumer love and passion for high performance)
High on objective rigor where efforts are focused towards a business target pegged to key priorities and market realities
Extremely up to date with technology globally and leverage it in their area
Thinks transformatively & influence people around to accept difficult changes
Should be be able to negotiate with customers and lead teams
Commercial and financial acumen.
Analytical ability to draw insights from data and propose action
Competent with Excel and key business systems
Entrepreneurial flair to find creative solutions for customers
Unilever is an organisation committed to equity, inclusion and diversity to drive our business results and create a better future, every day, for our diverse employees, global consumers, partners, and communities. We believe a diverse workforce allows us to match our growth ambitions and drive inclusion across the business. At Unilever we are interested in every individual bringing their ‘Whole Self’ to work and this includes you! Thus if you require any support or access requirements, we encourage you to advise us at the time of your application so that we can support you through your recruitment journey.
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