National Commercial Development Manager & Route-to-Market Lead Poland

Mazovia, Poland

Professional seated at a conference table with laptops and a presentation screen in a modern office setting

Job ID:: R-1175262
Date posted:: 02/12/2026
Job Type:: Full time
Job Category:: Customer Development

Join usasNational Commercial Development Manager & Route-to-Market LeadPoland

Reports to: Head of Country Executive Sales and Distribution Poland

Scope: National

Location: Warsaw, Poland

Terms & Conditions: Full-time, right to workrequired

JOB PURPOSE

This role exists to shape and lead Unilever’s future Route‑to‑Market model in Poland, ensuring our brands reach customers efficiently and with strong execution. You will build the commercial development strategy, redesign RTM models including e‑RTM, and partner with key customers to drive growth.

As part of a critical leadership role, you will influence how Unilevershows upin distributive trade, modern trade, and emerging B2B channels.

Because here, wedon’tjusthire forjobs. We invite you to be part of something bigger.

KEY RESPONSIBILITIES

Own the sales execution strategy for distributive trade across all categories.

Lead and develop a team of Key Account Managers for Wholesalers and Supermarket chains, plus the Sales Support Team.

Design and implement Unilever’s long‑term distribution and RTM strategy.

Drive ongoing RTM transformation using the sales force, new digital tools, and advanced technologies.

Build a best-in-class e‑RTM (B2B e‑commerce) model for Unilever.

Improve reporting, sales tools, and analytics that support daily business decisions.

Lead top‑to‑top meetings with major national customers to build partnerships and drive long-term growth.

Work closely with Trade Marketing to strengthen brand recruitment and conversion.

Manage budgets and ensure strong ROI on all investments.

REQUIREDQUALIFICATIONS

8+ years in FMCG sales or channel/customer marketing.

At least 4+ years leading teams and senior negotiations.

Strong experience working in Modern Trade (must-have).

Proven experience in negotiations with international buying groups (must-have).

Strong understanding of Polish wholesale and retail environment and RTM models.

Demonstrated ability to manage multiple stakeholders and external partners.

Advanced MS Office skills, especially Excel and presentations.

Strong analytical ability; experience with KPIs, ROI, cost control, and P&L.

Fluent English– (must have)

The position is located in Warsaw and requires presence there.

PREFERRED QUALIFICATIONS

Experience in RTM transformation or B2B e‑commerce models.

Experience with analytics platforms or digital tools supporting commercial decisions.

Ability to work with technology and AI‑supported processes.

Fluent English– (must have)

OUR OFFER

Competitive annual bonus
Company car
Participation in the company share program
Private pension plan
Private medical care (Medicover)
Private life insurance (Unum)
Sports and wellness package (Benefit Systems)
Two additional vacation days
Access to the Unilever employee shop
Access to Legimi (e‑book platform)
Psychological support via the EAP platform
Hybrid working model: 3 days in the office / 2 days remote

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.

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