Market Development Manager at Unilever

MAIN JOB PURPOSE:

Overview:

• Responsible for the competitive and sustainable growth and profitability of Unilever business for the markets in Tanzania, Rwanda, and East Africa emerging markets (white spaces).
• Develop these markets with Unilever brands through establishment and management of relevant Route to Market (RtM) distributors and implementation of Market Development strategies through these distributors.
• Responsible for planning and implementation of the framework for the RtM partners
• Distribution contracts
• Develop a Route to Market strategy, in partnership with the in-country Distributor, that will maximise current and future opportunities in the markets.
• Trading Terms alignment

JOB SUMMARY

• Manage and deliver on the P&L
• Category Plans and development
• Lead brilliant in-store execution through appointed distributors
• Build and develop key talent within team
• Developing Route to Market strategy and channel strategy
• TTS Management
• Pricing Input into:
  • S&OP
  • Shopper Marketing plan

Brands/platforms managed

• Implement marketing strategy to optimise the performance of brands within categories in the agreed priority channels.
• To develop an understanding of the current and future customer, and market trends and feed them into the marketing organisation.
• Input into monthly and quarterly Category planning with respect to assortment, shelf-layout, promotional strategy and price positions.
• Support development and execution of channel specific brand standards through customer business planning.
• To work closely with the Brand protection leader for the Region to ensure an adequate anti-counterfeiting plan is in place.
• Ensure KPI’s for product availability and visibility are met.

Key Interfaces

Internal:

• CCBT; Finance; Supply Chain (Order to Cash); Shopper Marketing; CCD

External:

• Unilever appointed distributors (directors, sales management, field team)
• MT and GT customers (directors and buyers)
• Illicit trade agencies

KEY REQUIREMENTS

• Bachelors’ Degree
• 5 years’ experience in Customer and Distributor Management within the FMCG industry
• Understanding of in-store activity, pricing strategies and management of category specific profit and loss

Functional Skills:

• Develop Route to Market Strategy
• Drive the Building of the
• Customer Business Plans
• Optimize TTS Investments
• Apply Shopper Marketing Plans
• Apply Integrated Brand Building plans
• Develop Distributor GtM Expertise
• Drive Retail Execution

Other skills:

• Master Sales Fundamentals
• Develop Business Acumen
• Master Negotiations
• Manage Customer Relationships
• Develop Sales Infrastructure and Organization
• Manage Third Parties