Function: Customer Development
JOB PURPOSE
This role is responsible for the day to day leadership of a Team of Distributive Sales Executives, (DSE’s) and Key Account Executives, (KAE’s) to form Regional Business Teams (RBT’s) and develop a strong “Push Pull Way Of Working and Winning Together Culture.” The Work state will consist of Independent and National Wholesale Accounts and growing our business in small to medium sized Local Chain Accounts via all operator groups across the UK. This role is responsible for co-creating and executing the strategic direction of the UK Distributive and Local Chains Team in line with the UKI Business Strategy.
This role is primarily a line manager’s role, responsible for the delivery of UVG, USG and other key business targets (e.g. reach, penetration, recruitment, development, retention, counselling and disciplining of direct reports) within a designated geography of primarily Independent and National Wholesale Accounts and Local Chain Accounts / Large Independent Accounts via a team of direct reports who will each have a customer base of Accounts. In addition to having direct reports this person will work closely with Business Opps, Supply Chain, Order To Cash, Customer and Chanel Marketing and Culinary Teams.
This is achieved by the creation and execution of Account / Joint Business Plans by each Team Member. The customer base will contribute Turnover and Growth in the Region in line with Company Objectives.
This role will also involve engagement in business teams that have been tasked to develop business wide solutions (Uni – Pro, NPD Launches, TVB & BSP etc.).
RESPONSIBILITIES
Strategy Development:
Delivering Underlying Sales Growth (USG) and Underlying Volume Growth (UVG) in line with Company Objectives.
Contribution to the Unilever Food Solutions (UFS) strategy via BSP process and designated business teams.
Full LM responsibility for Team of DSE’s & KAE’s.
Coaching team to ensure effective focus on DSE’s and KAE’s to form Regional Business Teams (RBT’s) and develop a strong “Push Pull Way Of Working and Winning Together Culture.”
Coaching team in developing & executing the agreed activation plan of Push and Pull via Wholesaler’s and Local Chains via close dialogue and working with respective local teams.
Ensuring sufficient and senior enough engagement with external customer Buying Departments, Telesales Teams and Sales Management.
Ensuring sufficient and senior enough engagement with external Customer Sales Teams relevant to Push /Pull prioritised customers. E.g. Wholesaler NAM responsible for Large University, Independent Large Opportunity and Local Chains Account.
Within industry bodies, represents UFS and drives implementation of regional agenda.
Regular field visits with team to drive face to face delivery of Company Objectives and Goals.
Customer Strategy and Business Plan:
Ensuring full utilization of CRM/Power BI systems across team members.
Coaching team to develop effective Account Plans / JBP’s.
Coaching team in effective selling of & customer alignment to the plan.
Coaching team in executing the agreed activation plan.
Coaching team in developing & executing a Promotional Plan in line with the “More For More Conversation.”
Coordinating where applicable the securing of Account outlet SSD information ( via signatories) to enable accurate sales measurement.
Setting up commercial agreements.
Ensure that if they set up customer agreements, they are aligned to internal audit process.
Digital (Perfect store on line):
Responsible for the identification of current reality and input into development of initial ideas for digital engagement and promotional mechanics within Wholesaler’s and Local Chains.
Performance Reporting:
Reporting sales performance on a monthly basis to the National Sales Controller for Wholesaler’s and Local Chains (CRM Sales Force, Power BI).
Monthly input to and attendance at the BTM.
Monthly reporting of Catalyst Funnel and Local Chains Pipeline of New Business (CRM recording).
RBT Monthly Teams Meeting to share successes from Catalyst and Wholesaler Sales leads.
Financial Management:
Checking and approving all pricing agreements and payments.
Ensuring accurate accruals are made to pay customer agreements.
ALL ABOUT YOU
Educated to Degree level or relevant experience.
Previous experience in Food service.
Previous Line Manager experience.
Experience in category marketing, channel marketing or digital activation.
Previous Sales experience – National accounts.
Key Competencies:
Commercial ability, know when and how to say no to some opportunities.
Ability to multitask, work both independently and as a team member.
Good communication and exceptional ‘people skills’.
Effective listener & net-worker, able to engage with confidence to uncover customer needs.
A demonstrable customer focused attitude.
Resilience and tenacity, always going the extra mile.
Strong organisational skills.
Strong IT skills, particularly in MS Office suite, but also able to demonstrate an ability to understand and utilize other systems i.e. Sales out, Salesforce, Simpler, Esra etc.
Standards of Leadership:
Purpose & Service.
Personal Mastery.
Agility.
Business Acumen.
Talent Catalyst.
Consumer Love.
Passion for High Performance.
NOTES
About Unilever
Unilever is one of the world’s leading suppliers of Food, Home and Personal Care products with sales in over 190 countries and reaching 2 billion consumers a day. Unilever has more than 400 brands found in homes around the world, including Dove, Tresemme, Lynx, Lifebuoy, Shea Moisture, Persil, Domestos, Ben & Jerry’s, Magnum, Marmite, The Vegetarian Butcher, Graze and Pot Noodle.
Faced with the challenge of climate change and the need for human development, we want to move towards a world where everyone can live well and within the natural limits of the planet. That’s why our purpose is ‘to make sustainable living commonplace’
Location
In September 2020, Unilever announced the intention to build a new sustainable campus site in Kingston, London to house the employees who currently work in 100 Victoria Embankment in Blackfriars, Lever House in Kingston, Unilever House in Leatherhead and Graze in Richmond. We are creating our own Unilever sustainable, agile work environment, purposefully bringing us together in our own Unilever ecosystem. The campus is due to be completed in December 2023 and will consist of two interconnected buildings, as well as landscaped surrounding areas.
What We Offer
Not only do we offer a competitive salary and pension scheme, we also offer an annual bonus, free gym, a discounted staff shop and shares. You’ll have the opportunity to work directly with our renowned and exciting brands in a flexible and hybrid working environment.
Whilst the role is advertised on a full-time basis, we would be happy to discuss possible flexible working options and what this may look like for you. We are a key advocate of wellbeing and offer a variety of support for our people including hubs, programmes and development opportunities. We strive to achieve a family-friendly and inclusive workplace and to, above all, create possibilities for all.
Diversity at Unilever is about inclusion, embracing differences, creating possibilities and growing together for better business performance. We embrace diversity in our workforce. This means giving full and fair consideration to all applicants and continuing development of all employees regardless of age, disability, gender reassignment, race, religion or belief, sex, sexual orientation, marriage and civil partnership, and pregnancy and maternity. We are also more than happy to provide reasonable adjustments during our application and interview process to enable you to be present your best self.
Recruitment Fraud
Cyber criminals advertise fake job adverts with prestigious employers as a way of stealing information or even defrauding individuals out of money. In the most sophisticated cases, they will set up fake websites, which have a similar address to companies like Unilever. They even conduct fake telephone interviews and then offer candidates a role with the proviso they pay a fee for background checks or to cover work visa costs. These types of attacks are becoming more common as more people are looking for employment in the economic climate.
How is Unilever tackling this?
Many of Unilever’s recruitment sites publish a warning to candidates about recruitment fraud. The Cyber Security team also proactively scan for signs of people setting up fake Unilever sites and act to close them down.
What can I do?
If you become aware of potential recruitment fraud, spot fake Unilever recruitment adverts or fake LinkedIn profiles, report them via Una Live Chat.
Unilever does not accept responsibility or liability for any candidates who are financially impacted by recruitment fraud. Your vigilance is key!
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