Territory Manager

Unilever is hiring for the position of Territory Manager – Ukunda to join their dynamic Customer Development team in Kenya.

Key Job Information

• Position: Territory Manager – Ukunda
• Location: Nairobi, Kenya
• Employment Type: Full-time
• Experience Level: Mid-level
• Salary Range: Competitive (based on qualifications and experience)

About Unilever

Unilever is a global leader in the consumer goods industry, impacting the lives of 3.4 billion people across 190+ countries every single day. With a mission to make sustainable living commonplace, Unilever champions ethical business practices that drive superior performance while improving communities and the planet.

Operating some of the world’s most beloved brands, Unilever takes pride in its inclusive, collaborative, and flexible working culture. Employees are empowered to develop unique career paths while contributing to meaningful change. Innovation, diversity, and sustainability are at the core of every initiative, from product development to community engagement.

Recent milestones include driving market-leading sustainability programs, fostering an agile work environment, and achieving significant growth across emerging markets. Careers at Unilever offer employees the chance to be part of a purpose-driven organization that values integrity, creativity, and leadership at every level.

Job Description

Unilever is offering one of the most exciting territory manager opportunities in the fast-moving consumer goods (FMCG) industry in Kenya. The Territory Manager – Ukunda will play a pivotal role in managing distributor profitability within a defined sales territory. The role’s focus will be to drive sales, optimize distribution, and foster deep relationships across key accounts and points of purchase.

Successful candidates will join a high-performing team tasked with enhancing market penetration and operational excellence in one of Kenya’s fastest-growing regions. This is a fantastic career opportunity in Nairobi’s FMCG sector for candidates seeking growth, leadership development, and impactful results.

Key Responsibilities

• Develop infrastructure requirements for distributors in assigned territories, including working capital needs and operational capabilities.
• Prepare and implement comprehensive sales targets and KPIs using the Joint Business Plan toolkit.
• Monitor and optimize distributor working capital by overseeing stock levels, debtor management, and cash flow to meet performance benchmarks.
• Establish strong relationships at both Key Distributor (KD) and Point of Purchase (POP) levels to drive brand presence and consumer engagement.
• Recruit, train, and coach distributor teams, ensuring the right mix of skills and capacity to meet sales objectives.
• Set clear performance targets for distributor teams and conduct regular reviews through structured market floor meetings.
• Utilize the ROI toolkit to monitor distributor profitability and implement actionable strategies for improvement.
• Facilitate timely submission of KD data extracts to support accurate order processing and inventory management.
• Create and manage efficient beat plans for KD sales teams to ensure comprehensive and effective territory coverage across all product categories.
• Prospect and negotiate local business opportunities aligned with Unilever’s sales and marketing policies.
• Ensure optimized product assortment availability across all relevant sales channels at competitive pricing.
• Drive excellence in field capability metrics including coverage rates, lines per call, and bill productivity targets.
• Develop distributor sales teams through full-day sales accompaniment and targeted field coaching interventions.
• Prepare and submit accurate weekly and monthly reports covering sales performance, ROI, working capital, and safety metrics.

Required Qualifications

• Bachelor’s degree or equivalent qualification in a relevant field.
• Minimum of 2 years’ field sales experience with a proven record of achieving or surpassing sales targets.
• At least 1 year of hands-on experience managing Key Distributors in an FMCG environment.
• Valid driving license and demonstrable driving skills.
• Strong interpersonal, negotiation, and relationship management skills.
• Ability to think strategically and act decisively to achieve commercial objectives.
• Leadership acumen with the capacity to inspire distributor teams and drive performance excellence.

Preferred Qualifications

• Previous experience in customer development or account management roles within the FMCG industry.
• Experience working with digital sales tools and analytics platforms.
• Advanced skills in field coaching and talent development.
• Strong understanding of the Kenyan retail landscape, especially in the coastal regions such as Ukunda and Voi.

Benefits and Compensation

Unilever offers a highly competitive compensation package designed to attract and retain top sales talent. Benefits include:

• Competitive base salary aligned with market standards.
• Performance-based incentives and bonuses.
• Comprehensive medical insurance and wellness programs.
• Company vehicle and fuel allowance for field activities.
• Retirement and savings plans.
• Extensive professional development and leadership training opportunities.
• Inclusive work environment with strong focus on diversity, equity, and belonging.
• Opportunities for career growth within a global organization.

How to Apply

If you are ready to take the next step in your sales career and are eager to contribute to Unilever’s purpose-driven success, we encourage you to apply today. Explore exciting job opportunities at Unilever and become part of a team that is shaping the future of the FMCG industry in Kenya.

Ensure your application includes an up-to-date resume and a tailored cover letter highlighting your relevant skills and experience.

Unilever is proud to be an equal opportunity employer. The company welcomes applicants from diverse backgrounds and is committed to providing an inclusive hiring process. If you require any support or accommodations during the application process, please inform the recruitment team when applying.