HireDiversity

ROLE CLASSIFICATION STATEMENT

Company :

Unilever

Job Title :

Country Customer DevelopmentConsultant

Site :

Dubai

Current Grade :

Department :

Food solutions

Date Prepared :

Reason for Evaluation:

Is the role new/existing?

Has the org. structure changed?

Have the outputs changed?

Have new outputs been added?

Have outputs been discontinued?

Other jobs in structure affected?

Organisation Structure

Reflect positions above, below and at the same level as the position being evaluated

This role will be reporting to the Gulf sales manager

CRITERIA

ROLE EXAMPLES

WL1 Band

Decision Making

What is the key purpose of the role?

What is the level and nature of decision making required?

Purpose of the Role

1.    To recruit, manage, develop and expand customer base while increasing SKU per operator to Pull, Chains, Push(Horeca) local accounts.

2.    Manages main and sub-distributors and their sales force to sell our products. 

3.    Coordinates activities with all essential functions of the business such as Marketing, Chefs etc…

Key Responsibilities

·         Owns and manages the country's PUSH, PULL and CHAINS sales targets and KPIs

·         Manages, builds relationships and serves own customers in Pull (Horeca  Channels -Hotel, Restaurant, Catering-) and Chains  in a way to become a trusted advisor by providing complete culinary solutions based on a clear understanding of the customer's business, macro environment, UFS products and UFS capabilities.

·         Provides win-win solutions for above mentioned customers and UFS.  Helps customers increase revenue and/or efficiency in their establishment and at the same time gain new product listings and increase existing volume usage of current SKU's.

·         Takes calculated risks to win and keep customers (Horeca, Chains and Sub-distributors)

·         Generate flexible solutions to problems & opportunities

·         Make financial customer profitability based decisions

·         Implement promotions from Marketing to PULL, PUSH and CHAINS.

·         Coach and develop the Distributor sales team

·         Coordinates with distributor availability of stocks and insures compliance with various KPI's.

Knowledge

What qualifications, skills, knowledge, understanding, experience and/or training are necessary to perform the role?

·         1-2 years experience in Food & Beverages / Hotel/ foodservice industry/ food technology/ nutrition/ chef background or having worked in direct sales in industries such as insurance, financial services or medical fields.

·         Culinary appreciation and the ability to cook Food.

·         Good selling skills

·         Competencies- Passion for growth , interpersonal sensitivity, self confidence, team work

·         Fluent in English

·         Excellent command in Microsoft applications

Environment

What is the level and nature of contact with people both internal & external to the organisation in order to achieve results?

Internal- Corporate application or executive chef,Marketing, Supply management, SC, R&D

External- Executive chefs, head of purchasing department, owner of the business, marketing director, all decision makers

The nature of this contact involves a lot of influencing and negotiating skills as they have to influence the customer to buy their product by showing them the benefits that can be derived by using our products in terms of saving costs or improving sales in an outlet.

CRITERIA

ROLE EXAMPLES

Job Position

Freedom to Act

What level of freedom is required to change work process and apply discretion?

The freedom to act is medium to high. They can take own decisions With customers based on the need of the situation.  Creative solutions selling and menu innovations have endless options. 

They will require approvals on budgetary decision that go above normal trading terms.  They will need to build a good business case to move forward on their plans.

Co-ordination

Is the role-holder responsible for co-ordinating the work activities of others?

There is a high level of coordination between various stakeholders.