Customer Business Manager, Unilever International US Seeding

With 3.4 billion people in over 190 countries using our products every day, Unilever is a business that makes a real impact on the world. Work on brands that are loved and improve the lives of our consumers and the communities around us. We are driven by our purpose: to make sustainable living commonplace, and it is our belief that doing business the right way drives superior performance. At the heart of what we do is our people – we believe that when our people work with purpose, we will create a better business and a better world. 

Unilever International Is...

As the ninth global cluster, we work across the world to fill white spaces for Unilever. that has quadrupled in size from $250M in 2012 to $1BN in in 2018 and has an ambition to double yet again to $2bn by 2022? Do you want the opportunity to work in a fast paced, dynamic, diverse, and high growth environment? Do you want to be the GM of your own high-growth business? If so, Unilever International is the place for you!

• A $1BN global business unit, setup as a complimentary “route to market” catering to white space geographies, channels, consumers, and categories.
• Headquartered out of Singapore with multiple regional business hubs in Asia, Middle East, Africa, North America, Europe and Korea.
• Fastest growing business unit within Unilever with access to a basket of over +100 global brands, 4,000 Skus and serving consumers in over 130 countries.
• Our core focus revolves around launching white space and complimentary portfolio of UL global brands across all channels.
• Setup as a lean, entrepreneurial organization with a laser sharp focus on “speed to market” leveraging a network of over +400 global 3rd party distributors/importers.

Our Culture & DNA

• We will be the fastest route to market globally
• We take challenges which no others take
• Impossible is an opinion, not a fact
• Speed is our Currency
• When brands are built right, they can last a lifetime

JOB PURPOSE

Reporting to the UINA Head of the Nutrition & IC business, you will be responsible for supporting the pursuit of white spaces and channel expansion. The role entails working closely with international distributors, and with key internal Unilever stakeholders in the local MSO mostly in CD and CS&P functions but can also expand to other support functions.

Previous experience working in the development of global brands into white spaces is essential, ideally in the food industry, dealing with import/export distributors, both domestically and abroad.  You must have a good grasp of all areas of market development, and of physical and digital distribution channels.  You will also have strong commercial experience including selling to US Key Accounts, and managing Pricing, P&L, Forecasting and Customer Service/Supply Chain interaction.

SPEED is the mantra for our resounding success. To serve the underserved, we embrace a founder’s mentality, explore unchartered territories, redesign end-to-end business models to establish successful businesses. We make a difference by working fast and smart, nurturing our tribe, winning together.

• We build market positions in white spaces by identify new opportunities, developing, defining, negotiating and nurturing strong business relationships. We own the business’ P&L end-to-end, partner with customers, distributors and internal cross-functional teams to manage and grow existing businesses, to deliver growth through flawless execution of projects.  
• As Customer Business Manager you have the chance to grow the fastest growing global department across the region and make a difference to the business and the consumers we serve.

WHAT YOUR MAIN RESPONSIBILITIES WILL BE

• Primary function is to work hand in hand with all cross-function leads/team to drive the seeding of our global trusted top ten (TT10) nutrition products within the strategic scope of serving the underserved Many Americans in the US, serviced thru a network of Importers/Distributors/Retailers.  This includes identifying assortment gaps, working with New Product Development teams to land innovations with speed, and to accomplish account level sell-in, implementing shopper marketing programs and promotions, as well as developing new categories/segments.
• Working closely with UI Distributors on robust long-range forecasting, and with UI Supply Chain, customer service to ensure 98% order fulfilment on time.
• The incumbent will be required to work hand in hand with the Business Head and UI distributors to ensure delivery of top line, bottom line, market share targets, and superior customer service.
• Representation at annual trade fairs and ability to present and sell products face to face, retaining existing customer base and expanding ACV distribution across Grocery, Mass, Independent and Club channels
• Projected business size $50M+ in 2024
• Lead annual Joint Business Planning (JBP)
• The role is important because you will become a critical member of the team leading sales in UL’s new business unit, you will be empowered to be involved in the strategy and own the delivery of key strategic goals, you will get to work with some of UL most iconic brands, the commercial impacts and performance of these brands to the business are sizeable.

New Business and Scale-Up

• Leading, screening, and mapping business opportunities in line with overall business strategy.
• Identifying and driving innovations for launch in selected channels
• Managing potential businesses through market analysis, deal requirements, potential and financial analysis
• Overseeing end-to-end process from idea to launch with customers and internal teams

Customer Selection, Appointment and Relationship Management

• Identifying suitable business partners through required research
• Managing pricing and oversee supplies and new initiative landing
• Overseeing business plan processes for logistics and planning, in close cooperation with internal business partners
• Overseeing speed-to-market for new product developments (NPD)

Stakeholder Management

• Overseeing timely and appropriate management of customer complaints and relevant claims
• Leading and aligning cross functional teams to effectively manage projects in coordination meetings
• Collaborating with local OpCo for synergies
• Working closely with different stakeholders to align on critical projects, decision, to ensure there is synergy across different functions

Establishing and Executing Business Plans

• Supervising strategic business plan processes and speed-to-market for new product distribution across locations
• Overseeing networks for new product launches with supply chain team and alignment with Category team on launches
• Strong execution mindset, to own and execute key projects flawlessly.

Tracking and Monitoring Performance

• Monitoring and ensuring key performance metrics are met.

WHAT YOU WILL NEED TO SUCCEED

Experiences & Qualifications

• Be a strategic, highly adaptable and entrepreneurial person
• Embrace a high growth mindset, with strong love for consumers, shoppers and customers
• Have strong financial acumen and analytical skills
• Have strong communication, negotiation and influencing skills with senior stakeholders
• Have experience working and leading in cross-functional teams
• 8 – 10 years’ experience in FMCG industry in Sales/Customer Development in Commercial Cleaning or B2B distribution sector
• 8 – 10 years’ experience in FMCG industry operational key account management, marketing, business or finance partnering roles
• Experience in Key Account Management (B2B)
• A bachelor’s degree in any discipline
• You are an action-orientated, results-driven, highly adaptable and an entrepreneurial person and a rebel at heart.
• A high growth mindset, with strong love for consumers, shoppers and customers
• A consistent track record of exceptional business results with humility to give credit and resilience.
• Excellent financial acumen and analytical skills
• Excellent communication, negotiation and influencing skills with senior stakeholders
• Experience in working and leading in cross-functional teams and leading strategic customer relationships
• Proficient language skills in English and Mandarin will be an advantage.

Culture for Growth | Top Notch Employee Health & Well Being Benefits | Every Voice Matters | Global Reach | Life at Unilever | Careers with Purpose | World Class Career Development Programs | Check Out Our Space | Focus On Sustainability

Pay: The pay range for this position is $103,000 to $154,400. Unilever takes into consideration a wide range of factors that are utilized in making compensation decisions including, but not limited to, skill sets, experience and training, licensure and certifications, qualifications and education, and other business and organizational needs.

Bonus: This position is bonus eligible.

Long-Term Incentive (LTI) This position is LTI eligible.    

Benefits: Unilever employees are eligible to participate in our benefits plan. Should the employee choose to participate, they can choose from a range of benefits to include, but is not limited to, health insurance (including prescription drug, dental, and vision coverage), retirement savings benefits, life insurance and disability benefits, parental leave, sick leave, paid vacation and holidays, as well as access to numerous voluntary benefits. Any coverages for health insurance and retirement benefits will be in accordance with the terms and conditions of the applicable plans and associated governing plan documents.

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At Unilever, inclusion is at the heart of everything we do. We welcome applicants from all walks of life and are committed to creating an environment where everyone can thrive/succeed. All applicants will receive fair and respectful consideration, and we actively support the growth and development of every employee.

Unilever is an Equal Opportunity Employer/Protected Veterans/Persons with Disabilities.

For more information on your federal rights, please see Know Your Rights: Workplace Discrimination is Illegal

Employment is subject to verification of pre-screening tests, which may include drug screening, background check, credit check and DMV check.

If you are an individual with a disability in need of assistance at any time during our recruitment process, please contact us at NA.Accommodations@unilever.com. Please note: This email is reserved for individuals with disabilities in need of assistance and is not a means of inquiry about positions or application statuses. The Protected Veterans or Individuals with Disabilities AAP narratives are available for inspection by any employee or applicant for employment Monday through Friday during normal business hours at establishment.

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