Regional Modern Trade Manager - Cambodia

Position Title: Regional Modern Trade Manager - Cambodia
Function: Customer Development / Sales
Location: Cambodia
Reports to: Country Modern Trade Lead / Customer Development Head
Business Unit: Unilever Cambodia

1. Role Purpose

The Regional MT Manager leads Modern Trade operations within an assigned region in Cambodia, ensuring strong in‑store fundamentals, customer relationship management, flawless execution of channel strategies, and achievement of sales target.

This role plays a critical part in enabling Unilever’s growth through key MT channels such as supermarkets, hypermarkets, minimarkets, and key accounts.

2. Key Responsibilities

A. Business & Sales Management

• Deliver regional MT sales targets, volume, and value growth in alignment with national objectives.
• Develop regional business plans based on shopper insights, category opportunities, and customer strategies.
• Conduct monthly business reviews with key accounts and distributors to monitor performance, gaps, and opportunities.
• Manage trade terms, pricing adherence, promo mechanics, and ROI of all MT initiatives.

B. Drive distribution, shelving, merchandising, and assortment targets based on Perfect Store standards.

C. In‑Store Execution Excellence

• Ensure 100% operational compliance on planograms, promotions, visibility, and activations.
• Lead field supervisors and merchandisers to maximize in‑store availability and on‑shelf presence.
• Analyze store-level data to improve share of shelf, out-of-stock management, and promotional uplift.

D. Team Leadership & Distributor Management

• Manage and develop distributor MT teams (Sales Manager, Supervisors, sales man).
• Build capability through regular coaching, performance reviews, and skill assessments.
• Ensure distributor adherence to Unilever operating standards, reporting, and KPI performance.

E. Coordinate demand forecasting, promo planning, and inventory management.

• Engage with Shopper Marketing to deploy campaigns.

F. Data, Insights & Reporting

• Drive data-driven decision-making using sell-in/sell-out data and shopper insights.
• Provide weekly and monthly performance updates, gap analyses, and corrective action plans.
• Monitor competitor activities and recommend strategic countermeasures.

3. Qualifications & Experience

A. Education

• Bachelor's degree in Business, Marketing, Economics, Management, or a related field.
• MBA is an advantage but not required.

B. Work Experience

• 3 - 5 years of sales or customer development experience.
• Experience in handling Modern Trade accounts (supermarkets, hypermarkets, minimarkets) is a plus.
• Experience managing teams and distributor operations is preferred.

C. Skills & Competencies

Technical Skills

• Strong MT channel knowledge and understanding of Cambodia’s trade landscape.
• Proficiency in business planning, forecasting, and trade promotion management.
• Strong understanding of category management and shopper insights.
• Intermediate to advanced Excel and data-analysis capability.

Leadership & Behavioral Competencies

• Excellent negotiation, communication, and customer relationship-building skills.
• Strong leadership with coaching mindset.
• Results-oriented, analytical, and strategically driven.
• Resilient, adaptable, and capable of working in a dynamic market environment.

Unilever is an organisation committed to equity, inclusion and diversity to drive our business results and create a better future, every day, for our diverse employees, global consumers, partners, and communities. We believe a diverse workforce allows us to match our growth ambitions and drive inclusion across the business. At Unilever we are interested in every individual bringing their ‘Whole Self’ to work and this includes you! Thus if you require any support or access requirements, we encourage you to advise us at the time of your application so that we can support you through your recruitment journey.