Responsible for leading and growing strategic partnerships with key customers. This role drives business development, joint business planning, sales growth, and profitability through category management, shopper insights, and execution excellence.
JOB SUMMARY
- Lead and manage across assigned accounts with strong accountability and a growth-driven mindset, demonstrating a clear understanding of key KPIs, a strong commitment to achieving targets, and the ability to resolve issues effectively in fast-moving situations.
- Define and execute Modern Trade sales strategy aligned with overall business objectives.
- Lead Joint Business Plans customers, ensuring alignment on growth drivers and investments, with concrete business plans, promotional activities and tailored channel strategy
- Demonstrate a strong understanding of category strategy and customer needs, with a proven track record of developing category plans that are fully synchronized with channel plans.
- Drive category penetration, share of basket, and in-store excellence through innovative programs and data-driven insights.
- Oversee pricing, trade spending efficiency, and compliance with company policies.
- Lead high-level negotiations on trade terms, funding, and strategic counterparts to maximize ROI.
- Monitor and optimize customer investments, profitability, and market share performance.
- Inspire, coach, and develop a high-performing Modern Trade sales team, fostering a culture of accountability and collaboration.
- Collaborate effectively with cross-functional partners across Trade Marketing, Marketing, Supply Chain, and Finance to deliver integrated customer solutions.
- Representing Modern Trade in leadership forums, influencing decisions that impact channel growth.
Qualification
- Bachelor’s or Master’s degree in business administration, Marketing, or related field.
- At least 7 years of experience in senior leadership roles within FMCG.
- Proven success in Modern Trade/Key Account Management at national or regional level
- Strong negotiation skills and experience managing large-scale trade investments.
- Strong people leadership, team-building, and capability-development skills, with a proven ability to build engaged, high-performing teams.
- Experience in Key account lead and/or Trade Marketing is desirable.
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.
