JOB PURPOSE
Find your purpose at Unilever.
You will lead innovations, big and small, that will make our business win and grow.
You will learn from brilliant business leaders and colleagues in a truly global and diverse culture to ultimately become a better you.
The Customer Business Development Director is responsible for development and execution of the customers and channels strategy and customer business plan, to achieve short and long-term business results.
He/she owns contacts with the customer and is the custodian of Customer and Channel understanding within the Go-to-Market unit.
He/she is responsible for development of CD excellence and market competitiveness within his team of account management.
WHAT WILL YOUR MAIN RESPONSIBILITIES BE
To develop and manage the long and short-term plan for the relevant account(s)/channels in line with the agreed targets set in the strategic plan.
To develop and deliver the Annual Plan, both in terms of topline growth and gross margin.
To manage the strategic interface between Unilever and the relevant Customer and set the strategic priorities for the Customer Business Plan.
This involves developing excellent relationships with contacts in Supply Chain, Marketing and Finance.
Achieve substantial business results on the Customer P&L
To work closely with the Category Strategy and Planning Teams to deliver category growth opportunities and champion the Category strategies within the account.
To provide strong leadership of the account team. In particular, to provide ongoing coaching and development to ensure that the team members have the opportunity to realise their full potential.
To establish and continuously develop the customer team framework for delivery of the long- and short-term plan.
To work closely with relevant stakeholders to develop and execute the overall Customer Development strategy and to contribute to the overall company strategy.
Responsible for delivering the total annual sales plan.
Responsible for the development of Customer Development capabilities for the future.
As a member of the Leadership Team, jointly responsible for operations, communication and the leadership of organisational and behavioural change
To lead the development of the account managers in his team
To build CD excellence and market competitiveness within his team
To lead for the equity, diversity and inclusion ambition of the Customer Development function
Provide strong people leadership and coaching to his account management team.
To work closely with the Unilever Field Sales execution team, and CBD team to drive. key metrics in-store to drive growth
Experiences & Qualifications
12+ years of Sales experience, preferably cross-functional
Strong customer facing experience and proven track record is a must
Strong Category management experience
Proven people management capabilities
Desirable:
Cross functional experience in Customer Marketing
Trade Category Management
Shopper Marketing and Field Sales operations.
Skills
Developing the Customer / Channel Business Plan
Customer Management and Selling Essentials
Optimising Promotion Sell-out
Implementing the Customer / Channel Business Plan
Leveraging Strategic Customers
Developing Customer Relationships
Business Planning (S&OP)
Developing the Customer Service Strategy & Segmentation
PoP Execution and Monitoring
Business Strategy and Formulation
Business Planning and Implementation
Leadership
You are now a Leader of Change.
People look to you to provide safety in a storm, and you also appropriately challenge to get even better results. 0
You role model resilience and care.
You navigate these uncertain times by flexing plans and your leadership style, always with authenticity.
You are still responsible for delivering to the highest standards.
You must be resilient so you can lead others to deliver with passion through uncertainty and create opportunities through the core and beyond.
You must be able to flex your style and your plans to guide others through difficult times.
Critical Unilever Behaviours
CARE DEEPLY:
About how consumers & shoppers experience our brands everyday and about our people’s development and our impact on the planet.
We care about our performance, to a point where it hurts when we don’t win.
FOCUS ON WHAT COUNTS:
Ruthless prioritisation on what really, really matters, allowing us to do better on fewer things.
We set clear and stretching goals and recognise maximum performance impact.
STAY THREE STEPS AHEAD:
We think boldly and creatively to make breakthroughs in performance.
We are always curious and confident ─ anticipating and staying ahead of consumer needs and external trends to beat the competition.
DELIVER WITH EXCELLENCE:
We deliver everything we do with excellence and pace.
We take personal ownership and hold each other to account – always finding a way to do what we’ve said we will do.
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