Sales Manager – Small Super, New Channels

Role Purpose
Lead and grow strategic key accounts across Small Super MT, New Channels, and Export by driving strong Joint Business Planning (JBP), commercial execution, and customer partnerships.

Deliver profitable growth, share gains, and superior execution by winning with customers and shoppers in fast-evolving retail environments.


Key Accountabilities

Key Account Ownership & JBP Delivery

• Own end-to-end relationship with assigned key customers (Small Super chains, exporters, niche retail partners)

• Develop and execute Joint Business Plans (JBPs) aligned to company and customer growth priorities

• Lead annual negotiations (trade terms, pricing, promotions, investments)

• Drive mutual value creation and long-term partnership with customers

Commercial Planning & Execution

• Deliver account-level sales targets (turnover, share, profitability)

• Build customer-specific promo, pricing, and assortment plans

• Ensure strong sell-in and sell-out performance across accounts

• Execute innovation and NPD launches effectively within accounts

In-store Execution & Performance

• Ensure best-in-class execution in-store (distribution, visibility, shelving)

• Drive Perfect Store standards with customers and field teams

• Track and improve OSA, secondary placements, and promo compliance

• Partner with field sales to ensure flawless last-mile execution

Financial & Trade Spend Management

• Own P&L at account level (sales, trade spend, ROI)

• Drive strong NRM discipline and optimize trade investments

• Monitor and manage trade terms, discounts, and spend efficiency

New Business & Account Development

• Identify and onboard new customers within emerging formats and import-led retail

• Expand distribution footprint within assigned accounts

• Unlock opportunities for exclusive SKUs, new formats, or partnerships

Cross-Functional Integration

• Work closely with Marketing, CSP, Finance, Supply Chain to deliver account plans

• Align on activation, innovation landing, and shopper programmes

• Provide customer insights to shape category and channel strategy

Stakeholder & Relationship Management

• Build strong relationships with customer buying teams and decision-makers

• Act as trusted advisor to customers on category growth

• Represent Unilever professionally in all customer interactions

Key Stakeholders
Internal: CD Leadership, CSP, Marketing, Finance, Supply Chain
External: Key account buyers, category managers, import/exporters, distributors


Candidate Qualifications

• Strong key account management & negotiation

• JBP development and execution

• Commercial acumen (pricing, trade terms, NRM)

• Data-driven selling & forecasting

• 5–8+ years in Sales / Key Account / Customer Development

• Proven experience managing Modern Trade customers

• Track record in delivering JBPs and growth target

• High ownership and accountability

• Strong stakeholder influencing

• Comfortable managing complex and ambiguous customer environments

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.