Vacancies at Unilever

JOB PURPOSE

• The Head of Demand Creation is responsible for driving consumer demand and achieving exceptional achievement of business objectives for a portfolio of BWPC Power Brands in East and West Africa markets.
• This role involves translating business strategy into actionable marketing plans, leading demand creation and customer strategy & planning teams, and championing a digital-first, social-first approach to brand building and consumer engagement.
• Drive Innovation to achieve ambitious business objective, delivering multi-year brand growth, penetration, brand power KPIs and business model.
• Provide leadership and direction to the Customer Strategy & Planning teams to develop and execute channel & category strategy to deliver target for the year, and deliver the levers of NRM & Trade Investments for customer business development teams

WHAT WILL YOUR MAIN RESPONSIBILITIES BE

• Translate the 1-UL BWPC BG strategic vision into comprehensive Power Brand Marketing Plans specifically tailored for EWA markets, acting as the guardian of these plans and ensuring their effective implementation.
• Lead and inspire the market Demand Creation Teams, fostering a culture of accountability, collaboration, innovation, and excellence in execution.
• Set ambitious annual OKRs for Power Brand Demand Creation Squads to deliver in quarterly iterations
• Oversee all Demand Creation activities across the portfolio of BWPC Power brands in the market, encompassing advertising campaigns, consumer engagement initiatives, Direct-to-Consumer strategies, and the execution of global brand innovations (as market taker).
• Build and enhance capabilities within the market and across the region in social-first marketing and the evolving BWPC media landscape. Act as a driving force and guardian for the quality and consistency of execution across all touchpoints including instore.
• Collaborate with Business Group/Design Market (as agreed per campaign) to develop impactful brand assets, create compelling content, and amplify brand messaging across digital and retail platforms in the market.
• Drive all marketing activities focused on (digital) Consumer Demand Creation, in partnership with 1-UL DMC, including brand activation, consumer insights generation, data analytics, content development, strategic partnerships, and the planning and execution of in-market experiential events across all Power Brands in the market.
• Lead the Digital Marketing agenda, developing and implementing strategies to plan and deliver seamless, engaging digital consumer experiences and campaigns.
• Collaborate with the DMC Lead and the CMI Lead to test and produce assets, to collect market insights and drive media/digital communication.
• Lead the BWPC CSP and NRM teams, responsible for the category plan by channel & customer, contributing to the development of the pricing strategy, as well as the development of communication for customer plans, customer stories and POS materials.

WHAT YOU WILL NEED TO SUCCEED

Experiences & Qualifications

• Demand Creation Leadership: 12+ years of proven experience in marketing, with a strong emphasis on demand generation, brand building, and digital marketing within the consumer goods industry. Experience in beauty, clean future and hygiene or a related sector is highly desirable.
• Strategic Planning & Execution: Demonstrated success in developing and executing integrated marketing plans that align with business objectives, drive consumer demand, and deliver measurable results.
• Digital Marketing Expertise: Deep understanding of digital marketing channels, tactics, and best practices, including social media marketing, influencer marketing, content marketing, search engine optimization (SEO), and paid advertising.
• Team Leadership & Management: Proven ability to lead, inspire, and develop high-performing marketing teams, fostering a collaborative and results-oriented environment with clear accountability and decisive action.
• Cross-Functional Collaboration: Experience working effectively with cross-functional teams, including customer development, R&D, finance, and creative agencies, to achieve shared goals.
• Budget Management: Strong financial acumen and experience managing marketing budgets, tracking ROI, and optimising campaign spending.
• Multi-country / above market / global experience is desirable

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JOB PURPOSE

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.  If you are passionate in leading field sales force in consistently achieving sales objectives, co- developing field sales force strategy with the National sales manager, lead sales force projects, building and maintaining strong customer relationships and ensuring efficient sales operations then this role is just for you!

WHAT WILL YOUR MAIN RESPONSIBILITIES BE

Sales Strategy Implementation:

• Implement regional sales strategies to achieve and exceed set business targets that are aligned with the broader company objectives, targeting the unique needs of professional customers in the territory.

Customer Infrastructure & satisfaction:

• The ASM is responsible for ensuring a robust Customer Infrastructure is in place in the across the region and is supposed to optimize the quantity & quality of customers in his/her area such that there are no service gaps while ensuring adequate service levels for trade and financial viability for customers.
• Also monitors the financial health and profitability of all Customers.

Establish Distributor Networks:

• Ability to set up reseller & distributor networks within the assigned territory.

Stakeholder Management:

• Build and nurture strong relationships with key channel partners and important customers in the region, addressing inquiries and ensuring satisfaction.

Territory Expansion:

• Work to identify and onboard new customers and distribution partners in the region to expand the customer base.

Market Insights:

• Conduct in-depth market research to identify market opportunities, potential clients, and gather feedback from customers to enhance product offerings.

Sales Reporting:

• Maintain accurate sales records and reports, analyzing data to identify trends and areas for improvement.

Team Leadership:

• Manage and lead a team of Territory Sales Officers within the assigned area, ensuring they meet and exceed sales targets while fostering a positive and collaborative work environment.

Product Knowledge and Training:

• Stay updated on Unilever Professional product offerings and industry trends.
• Provide ongoing product training and support to your team to ensure they are well-equipped to serve customers effectively.

Cross-functional Collaboration:

• Collaborate with other departments, such as marketing, operations, and customer support, to ensure seamless and exceptional customer experiences.

Ensuring controls & financial hygiene:

• Along with Commercial & Supply Chain team, ASM is supposed to have check on system hygiene at customers on aspects like extent of sales return, extent of damage/ shortage claims, mismatch between primary & secondary, physical vs. book stock mismatch, trade discount

Experiences & Qualifications

• 3 to 5 years relevant field sales force experience and proven track record of achieving sales targets.
• Four years Brand Building experience is an advantage.
• Key Distributor management is essential.
• Three years of Trade Category Management is an advantage.

Skills

• Must demonstrate ability to lead and motivate the teams.
• Good planning and organizational skills.
• Ability to work independently and as part of a team.
• High level of Problem-Solving Skills & Presentation Skills
• Territory Distribution Management
• Customer Plan Implementation, creation, business development
• Negotiation Skills
• Performance Management
• Category Management understanding
• Customer Management experience (could be in areas other than account management). i.e. Supply Chain
•  Financial understanding
• Great Passion for Growth and have some skills in creative thinking.
• Great Strategic Influencing skills, being able to communicate with many different people from varied backgrounds.
• Competency in Seizing the Future, with ability to anticipate and manage change within the marketplace

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JOB PURPOSE

Responsible for managing distributors profitability within a defined territory to achieve sales and coverage targets.

WHAT WILL YOUR MAIN RESPONSIBILITIES BE

• Determine infrastructural requirement of a distributor for a particular territory including working capital required.
• Determine and prepare distributor sales and KPI targets using the Joint Business Plan toolkit.
• Ensure that working capital is effectively managed by constantly monitoring stocks, debtors and cash positions to meet the right norms.
• Build excellent relationships at KD and at POP level  
• Set up the distributor team by recruiting the right skills, right numbers and training through field coaching to deliver assigned targets.
• Set targets for all distributor team and review performance constantly through market floor meetings to ensure target achievement.
• Ensure that KD is profitable by using the ROI toolkit to monitor income and expenditure and report on monthly actions to improve.
• Ensure weekly submission of KD extracts used in raising orders for the KDs
• Prepare beat plans for KD sales team to ensure effective & efficient coverage of assigned territory with all product categories
• Prospects, negotiates and initiates local actions in line with company policies
• Ensure the availability of the right product assortment at the right channel at the right price.
• Ensure achievement of the Field capability score by meeting targets for coverage, lines per call and bill productivity
• Building capability of distributor sales team through full day sales accompaniment and field coaching.
• Submission of weekly and monthly reports – weekly sales report, ROI and profitability report, working capital analysis report and safety reports.

WHAT YOU NEED TO SUCCEED

Experiences & Qualifications

• Bachelor degree or equivalent
• 2 years relevant field sales force experience and proven track record of achieving sales targets.
• At least one year experience in Key Distributor management is essential.

Skills

• Driving skills
• Good Interpersonal skills
• Relationship management skills
• Negotiation skills
• Has to be a thinker and a doer