AM Demand Capture

Unilever is currently hiring forAM Demand Capture

Function:Customer Development

Work Level:  WL1

Reports to: Manager B2B, Sales Operations and Future Channels

Scope: Local

Location: Karachi Head Office

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. 

At Unilever, your career will be a unique journey, grounded in our inclusive, collaborative, and flexible working environment. We don’t believe in the ‘one size fits all’ approach and instead we will equip you with the tools you need to shape your own future.

JOB PURPOSE

We are seeking a highly skilled and motivated eRTM (e-Route to Market) Business Manager to join our B2B Digital Transformation Department at Unilever Pakistan. As the eRTM Business Manager, you will be responsible for driving commercial success by leveraging our digital B2B platform to enhance our retail execution capabilities. You will play a crucial role in shaping our B2B e-commerce strategy and implementing innovative solutions to optimize sales and demand capture processes. This is an exciting opportunity to lead digital transformation efforts and contribute to the growth and success of Unilever.

WHAT WILL YOUR MAIN RESPONSIBILITIES BE

• Develop eRTM Commercial Strategy: Collaborate with cross-functional Category & global teams to define and implement an effective eRTM strategy aligned with Unilever's B2B digital transformation objectives. Identify growth opportunities for leveraging technology to enhance retail execution, improve customer experience, and drive online sales growth in the retail industry.

• Segmentation Strategy: Develop strategy for adoption, engagement and segmentation for Unilever’s large customer base and work with Category and Field Teams to drive that segmentation.

• Stakeholder Management: Engage with internal stakeholders, including sales teams, marketing & content management teams, IT and MIS, and senior management, to ensure alignment and foster collaboration. Build strong relationships with external partners, customers, distributions & its resources and vendors to drive successful eRTM initiatives and maximize business value and to drive the change management process.

• Commercial Performance: Drive commercial success by monitoring key performance indicators (KPIs) related to e-RTM, customer satisfaction and sales effectiveness. Identify areas for improvement, implement corrective actions at a regional & channel level, and optimize campaigns & processes to achieve revenue targets and business objectives.

• Data Analytics & dashboarding: Identify gaps in performance or areas of improvement preemptively using data & dashboarding at a regional, distribution, category, brand and channel level. Simultaneously ensure that Sales & Digital Transformation Leadership, and the Global eRTM team gets a daily, monthly, quarterly, half year and annual visibility on eRTM KPIs performance.

• Training and Change Management: Develop training programs and materials to upskill internal sales teams & external distribution & vendor resources on eRTM technologies and processes. Drive change management initiatives to ensure successful adoption of new digital tools and methodologies across the organization. Provide guidance and support to ensure seamless integration of eRTM solutions into existing workflows.

• Market and Competitive Analysis: Stay updated on industry trends, emerging technologies, and best practices in UIUX, B2B landscape and retail execution. Conduct market research and competitive analysis to identify opportunities and develop strategies that give Unilever a competitive advantage in the B2B digital space.

• Performance Monitoring and Reporting: Establish performance metrics and reporting mechanisms to track the effectiveness of eRTM initiatives. Generate regular reports and present findings to key stakeholders, providing insights and recommendations for continuous improvement, such as the sales leadership & Global eRTM team.

WHAT YOU WILL NEED TO SUCCEED

Experiences & Qualifications

• Bachelor's degree in Business Administration, Marketing, or a related field. A master's degree is preferred.

• Proven experience (2 years or more) in e-commerce, retail execution, or business management, preferably in a B2B environment.

• Strong knowledge of digital technologies and their application in the sales and distribution domain, such as e-commerce platforms, mobile applications, and data analytics.

• Familiarity with eRTM systems and tools (e.g., Trade Promotion Management, Retail Execution, Order Management) is highly desirable.

• Excellent analytical and problem-solving skills, with the ability to leverage data-driven insights to make informed decisions.

• Strong project management skills, with a track record of successfully leading complex initiatives from inception to completion.

• Exceptional communication and interpersonal skills, with the ability to build relationships and influence stakeholders at all levels of the organization.

• Proactive and self-motivated, with a demonstrated ability to thrive in a fast-paced and dynamic environment.

• Familiarity with the FMCG (Fast-Moving Consumer Goods) industry is a plus.

Skills

• Be a strategic, highly adaptable, and entrepreneurial person.

• Have strong communication, negotiation and influencing skills with senior stakeholders.

• Have strong financial acumen and analytical skills.

Leadership

• Balance challenge with support and coaching

• Able to understand the wider business context

• Be an inspiration to others, motivating them to achieve their best and deliver what is needed

• Critical SOL (Standards of Leadership) Behaviors

  • PERSONAL MASTERY: Sets high standards for themselves. Has emotional intelligence to take feedback, manage mood and motivations, and build empathy for others.

  • PASSION FOR HIGH PERFORMANCE: Generates intensity and focus to motivate people to deliver results at speed. Takes personal responsibility and accountability for execution and results.

  • TALENT CATALYST: Invests in people – coaches individuals and teams to realize their full potential. Creates an inclusive climate, empowering everyone to be at their best.

  • PURPOSE & SERVICE: Has humility, understanding that leadership is service to others, inside and outside Unilever.

  • CONSUMER LOVE: Invests time inside and outside to understand the needs of consumers.

  • BUSINESS ACUMEN: Creates sustainable growth with purpose, engaging different partners across the system for change.

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.