Senior Area Sales Manager - Greater Manila Area

Role Title: Senior Area Sales Manager - Greater Manila Area (GMA)

Location: Greater Manila Area - Field Based

Role Overview:

This role encompasses comprehensive channel management, including Hotels, Restaurants, FIBS, caterers, supermarkets, and wholesalers throughout the GMA.

The primary focus is on achieving strategic and operational excellence by driving sales and growth ambitions, expanding reach and market penetration, ensuring the successful rollout of innovations, fostering operator collaboration, managing Distributor Trade (DT) administration, and optimizing profitability. Additionally, the role involves overseeing people and culture management, as well as supporting organizational transformation.

The coverage area includes total GMA area with channels on Hotels, Restaurants and Cafe (HORECA) and Supermarket/Modern Trade/Wholesaler Channels. Each channel comprises of Channel Managers, and Customer Development Executives responsible for managing Pull, Push, and Hybrid channels.

ABOUT UNILEVER
Unilever is the place where you can bring your purpose to life with the work that you do – creating a better business and a better world. You will work on brands that are loved and improve the lives of our consumers and the communities around us. You will lead innovations, big and small, that will make our business win and grow. You will learn from brilliant business leaders and colleagues who provide mentorship and inspiration so that you can become a better you.

The Senior Area Sales Manager – GMA holds comprehensive leadership and business management responsibilities for Unilever Food Solutions across the GMA area. This role encompasses oversight and strategic direction in multiple key areas, including:

• Channel management,
• Category development,
• Innovation, Renovation
• Account management, and Distributor Trade (DT) management, Profitability and operations.

Additionally, the position involves managing people. Channel manager lead for Pull and Push will report to the Senior Area Sales Manager. Consequently, driving profitability throughout these functions to ensure the sustained growth and success of Unilever Food Solutions in the region.

JOB PURPOSE
Unilever offers an environment where you can bring your purpose to life through meaningful work, contributing to both improved business outcomes and a better world. In addition to this overarching mission, Unilever Food Solutions (UFS) presents a unique role that will enable you to explore and showcase your leadership capabilities and growth mindset.

As you lead operations in one of the fastest-growing regions in the country—Greater Manila Area (GMA) —you will have the opportunity to make a significant impact.

The GMA, known for its demonstrated growth, offers a dynamic role where you can demonstrate your commitment to excellence and forward-looking behaviour. By adopting a business-to-business (B2B) approach, you will be positioned to learn more about the food industry, adapt to its ever-evolving landscape, and gain valuable insights into current trends and transforming the into long term growth.

If you are highly interested and energized in this work ambition and dynamics then this role is just for you!

WHAT WILL YOUR MAIN RESPONSIBILITIES BE
Achieve and Exceed Regional Sales Targets:

• You will be accountable for delivering and exceeding business targets across the entire region, encompassing both primary and secondary sales. This involves closely monitoring performance metrics and implementing strategies to drive growth in every aspect of the business.
• Manage Horeca and Trade Channels
• Your role includes overseeing all Horeca (Hotel, Restaurant, Catering) and trade channels within your designated area. Effective management of these channels is essential for maximizing market reach and ensuring customer satisfaction.

Lead Marketing Initiatives in Execution

• Plan, execute, monitor, and provide feedback on both pull and push activities that support local and national marketing plans. This includes launching innovations, organizing activations, and driving campaigns to enhance brand visibility and market share.

Grow Operator Performance

• Utilize the GRIP, GRAB, GROW model to develop and improve operator performance. This structured approach helps identify growth opportunities, strengthen relationships, and secure long-term success for operators in the region.

Expand Regional Market Reach and Penetration

• Continuously explore new opportunities to increase reach and penetration within the region. This involves analysing market trends, identifying untapped segments, and implementing initiatives to broaden the customer base.

Develop a Sustainable Distributor Trade (DT) Business Model

• Create and implement a long-term DT business plan that prioritizes efficiency and financial health. Monitor key metrics and drive operational improvements to ensure the sustainability and profitability of DT operations.

Lead and Develop Area Sales Managers

• Provide leadership to Area Sales Managers, focusing on building their capabilities and enhancing their leadership skills. This includes coaching, mentoring, and facilitating professional growth to strengthen the team’s overall performance.
• Foster a “Build to Last” People Culture
• Drive a culture within the region that emphasizes long-term growth, collaboration, and continuous improvement. Encourage behaviors and practices that support resilience, adaptability, and ongoing success for both individuals and teams.

Experiences & Qualifications

• Successfully handled sales Teams for a minimum of 5 years
• Demonstrated Sales Leadership with significant business sizes or functions including depth of industry experience
• Experience in dealing with key business stakeholders and Leadership team
• Expertise in Relationship Building and Collaboration
• Proven ability to train, coach and mentor sales teams and leaders to unlock and maximize sales talents
• Best In class Leadership and Accountability
• Exceptional Strategic thinking abilities
• Outstanding Communicative and Linguistic competence `
• Strategic Influencing and Advance Negotiation skills,
• Leading Edge Account and Distributor Management
• Presentation and Negotiation skills
• Financial and Commercial skills
• Collaborative, Creative

Leadership

• Pursue Excellence- Strive to consistently deliver high-quality results by setting ambitious goals and holding yourself and others accountable to rigorous standards.
• Maintain Strategic Foresight- Anticipate future challenges and opportunities by considering long-term impacts and proactively adapting plans to changing circumstances.
• Demonstrate Genuine Commitment- Show dedication through integrity, reliability, and passion, ensuring that your actions align with your words and values.
• Energized by delivering fantastic results. An example to others – both in results and resilience. Constantly on the lookout for better ways to do things, engaging and collaborating with others along the way.
• As an individual - responsible on personal wellbeing and delivering high standards of work. Focus on the Consumer and what they need. Humble and looking around to interpret evidence and data smartly, spot issues and opportunities to make things better.

We highly encourage applicants to exclude information on age, gender, and school/s in view of Equity, Diversity, and Inclusion. Unilever assesses candidates based on skills, performance, experience and leadership.

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.