KAM Senior – Price Clubs

Function: Customer Development

Scope: Mexico

Location: Mexico City, Mexico

Terms & Conditions: Full time position. No relocation package. Hybrid working system.

Join Unilever as Senior Manager – Price Clubs BPC and lead one of our most strategic and fastest-growing channels in Mexico. In this role, you will shape the future of Sam’s Club and Costco partnerships, influence category growth, drive omnichannel transformation, and play a pivotal role in delivering ambitious business growth. If you're passionate about commercial excellence, customer leadership, and creating winning growth strategies, we'd love to hear from you.

Job Purpose:

We are looking for a Senior Manager – Price Clubs BPC to lead the commercial growth strategy for the Price Club channel in Mexico (Sam’s Club and Costco), driving superior execution and profitable growth across the Beauty & Personal Care (BPC) and Beauty & Wellbeing (B&W) portfolios.

This role owns the full Price Club P&L and is responsible for delivering the ambition to double the business within five years through category leadership, omnichannel excellence, and strong cross-functional collaboration with Marketing, CSP, Customer Operations, and Finance teams.

Price Clubs represent one of the most strategic growth channels for Unilever Mexico, fueled by strong shopper penetration, larger basket sizes, and a differentiated value proposition.

Main Responsibilities:  

Business Leadership & Strategy

• Own the Price Club channel P&L for BPC and B&W portfolios.
• Lead the commercial ambition to double the business over the next five years.
• Define and execute the category growth strategy across Sam’s Club and Costco.
• Drive the Customer Business Development (CBD) agenda in close partnership with CSP teams.
• Ensure alignment with BPC and B&W Business Unit priorities and growth objectives.
• Build and maintain strong relationships with key customer stakeholders and senior decision-makers.

Omnichannel & Customer Growth

• Lead the omnichannel growth agenda, including Sam’s Club eCommerce (sams.com.mx).
• Implement customer-specific growth plans that accelerate market share and category development.
• Drive data-based decision making to identify opportunities and improve business performance.
• Shape portfolio architecture decisions, including assortment, pack-price architecture, pack sizes, and premiumization opportunities tailored to the warehouse club format.
• Develop and execute Joint Business Plans (JBPs) with key customers.

Execution Excellence

• Deliver discipline and consistency in execution across all points of sale.
• Partner with Customer Operations to ensure best-in-class in-store execution.
• Leverage technology, analytics, and shopper insights to continuously improve execution effectiveness.
• Drive frontline engagement to better understand customer and shopper needs.

Leadership & Culture

• Foster a high-performance culture aligned with Unilever’s “We Put People First” principles.
• Build collaborative cross-functional partnerships across Customer Development, Marketing, Finance, CSP, and Operations.
• Coach and develop talent while promoting inclusion, collaboration, and accountability.
• Ensure performance management aligns with strategic business priorities and cultural objectives.

Experiences & qualifications: 

Required

• Bachelor's degree in Business, Marketing, Economics, Engineering, or related fields.
• Proven experience in Customer Business Development (CBD), Customer Strategy & Planning (CSP), Sales, or Commercial roles within FMCG, Consumer Goods, Beauty, or related industries.
• Demonstrated track record driving business transformation and accelerated growth.
• Strong understanding of category management and customer development.
• Experience leading cross-functional initiatives and influencing senior stakeholders.
• Experience managing field execution within Modern Trade channels.
• Advanced Spanish and English proficiency.

Preferred

• Experience managing Price Club customers (Sam’s Club and/or Costco).
• Experience working with Walmart, Modern Trade retailers, and Pure Players in Mexico.
• Knowledge of Beauty & Wellbeing and Personal Care categories.
• Experience managing complex negotiations with strategic customers.

Skills:

Leadership

• Ability to inspire teams and drive results in complex environments.
• Strong stakeholder management and influencing skills.

Strategic & Commercial Acumen

• Data-driven decision making.
• Strong business and financial understanding.
• Capability to identify growth opportunities and translate them into actionable plans.

Customer & Consumer Focus

• Deep understanding of customer and shopper needs.
• Ability to convert insights into commercial action.

Negotiation & Influence

• Advanced negotiation skills with senior internal and external stakeholders.
• Proven ability to create win-win partnerships.

Category Growth Management

• Capability to build sustainable omnichannel category growth plans.
• Strong understanding of joint value creation with customers.

Execution Excellence

• Focus on operational rigor and delivering results.
• Effective use of data, technology, and analytics to improve execution.

Talent & Culture

• Fosters collaboration, inclusion, coaching, and people development.
• Creates environments with high support and high accountability.

What success looks like in year 1: 

• Joint Business Plan with Sam’s Club fully activated and delivering against growth targets.
• Price Club channel performing in line with the long-term ambition to double the business in five years.
• Portfolio architecture optimized for the warehouse club format.
• Omnichannel growth plan successfully implemented, including eCommerce activation.
• Strong collaboration and alignment established across key stakeholders.
• Recognized internally as the subject matter expert for the Price Club channel within BPC Modern Trade.

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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