Associate Director, Amazon Personal Care Customer Business Development

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. 

JOB PURPOSE

The Associate Director, Amazon PC Customer Business Development (CBD) is responsible for leading the strategic and commercial relationship with Amazon for Unilever’s 1P Personal Care portfolio including brands such as Dove, Dove Men, Degree, Shea Moisture, Axe and Olly Body Wash.

This role owns the development and execution of joint business plans, leading in-year Sales and Profit delivery while also leading Long Range Planning to meet future ambitions.

Internally, the Associate Director partners closely with Brand, Retail Media, Insights and Supply Chain teams, among others, to drive strong in‑year execution.

This role serves as the primary liaison with the Amazon Mass Beauty Vendor Manager, including responsibility for leading Annual Vendor Negotiations (AVN), finding joint value creation opportunities in trade investments, terms and initiatives.

WHAT YOUR MAIN RESPONSIBILITIES WILL BE

Customer Leadership & Strategy

• Serve as the primary strategic and commercial liaison with the Amazon Mass Beauty Vendor Manager.
• Lead the development and execution of Amazon 1P Personal Care Joint Business Plans.
• Own overall Amazon PC performance, including revenue, profitability, and investment delivery.

Annual Vendor Negotiation (AVN)

• Lead Amazon Annual Vendor Negotiations (AVN) for the entire 1P PC and Beauty portfolio.
• Own Trade Investment strategy, negotiation, and deployment.
• Partner with Business Unit, Finance and Legal to ensure compliant, value‑creating commercial agreements.

People Leadership

• Directly manage and develop one Customer Business Manager supporting Amazon Deodorants.
• Provide talent development and coaching, to deliver results through teams and build capability.

Cross‑Functional Collaboration

• Partner with Digital Media, Brand Marketing, Channel Strategy, Category/Consumer Insights, Finance and Supply Chain teams to ensure flawless execution.
• Translate Amazon insights and trends into actionable commercial strategies.

Execution & Performance Management

• Lead forecasting, demand planning inputs, and in‑year performance management.
• Use data and analytics to optimize assortment, pricing, promotion, and investment effectiveness.

Key Performance Indicators (KPIs)

• Retail Sales Growth
• Market Share
• Net Sales Growth
• Trade ROI
• Gross Margin (GM)
• Retail Margin (NPPM)

Reporting Relationship

Reports to: Senior Director, Amazon Beauty &Wellbeing and Personal Care
Direct Reports: 1

WHAT YOU WILL NEED TO SUCCEED

Experiences & Qualifications

• Bachelor’s degree required.
• Prior experience managing Amazon or dCommerce customers is required.
• Proven experience leading commercial negotiations, including trade investment and terms.
• Strong financial acumen with experience managing P&L, Net Revenue Management and investment ROI.
• Strong experience managing Price/Pack architecture and Assortment optimization.
• Demonstrated people leadership experience.
• Strong communication, influencing, and stakeholder management skills.

Preferred Qualifications

• MBA preferred.
• Experience working directly with Amazon Vendor Central.
• Experience working with digital commerce analytics platforms (Stackline, Commerce IQ, SmartScout, etc).
• Experience in Personal Care, Beauty, or CPG.
• Experience operating in a matrixed, fast‑paced organization.

Travel

As required based on business needs.  Customer and stakeholder meetings in Seattle, Hoboken and NYC.

Pay: The pay range for this position is $146,200 to $219,400. Unilever takes into consideration a wide range of factors that are utilized in making compensation decisions including, but not limited to, skill sets, experience and training, licensure and certifications, qualifications and education, and other business and organizational needs.

Bonus: This position is bonus eligible.

Long-Term Incentive (LTI) This position is LTI eligible.    

Benefits: Unilever employees are eligible to participate in our benefits plan. Should the employee choose to participate, they can choose from a range of benefits to include, but is not limited to, health insurance (including prescription drug, dental, and vision coverage), retirement savings benefits, life insurance and disability benefits, parental leave, sick leave, paid vacation and holidays, as well as access to numerous voluntary benefits. Any coverages for health insurance and retirement benefits will be in accordance with the terms and conditions of the applicable plans and associated governing plan documents.

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At Unilever, inclusion is at the heart of everything we do. We welcome applicants from all walks of life and are committed to creating an environment where everyone can thrive/succeed. All applicants will receive fair and respectful consideration, and we actively support the growth and development of every employee.

Unilever is an Equal Opportunity Employer/Protected Veterans/Persons with Disabilities.

For more information on your federal rights, please see Know Your Rights: Workplace Discrimination is Illegal

Employment is subject to verification of pre-screening tests, which may include drug screening, background check, credit check and DMV check.

If you are an individual with a disability in need of assistance at any time during our recruitment process, please contact us at NA.Accommodations@unilever.com. Please note: This email is reserved for individuals with disabilities in need of assistance and is not a means of inquiry about positions or application statuses. The Protected Veterans or Individuals with Disabilities AAP narratives are available for inspection by any employee or applicant for employment Monday through Friday during normal business hours at establishment.

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