Modern Trade Lead

Work Location: Bucharest
Function: Customer Business Development
Terms & Conditions: Full time, permanent

JOB PURPOSE

The Modern Trade Lead is a senior commercial leadership role with full accountability for the Modern Trade channel in Romania.

The role exists to drive profitable and sustainable growth across all categories by leading complex customer negotiations, translating consumer and customer insights into winning commercial strategies, and fostering strong partnerships with key retailers and buying groups.

You will be part of a team that believes in doing work that matters — for people, customers, and the planet.

KEY RESPONSIBILITIES

• Coordinate, together with GKAMs (Group Key Account Managers), all negotiations related to local, regional, and International Accounts (IA) / Buying Groups.
• Develop and execute the annual customer business plans for assigned categories, ensuring turnover, profitability, and market‑share targets are achieved.
• Define and implement sales strategies and set sales goals aligned with the overall business objectives.
• Drive new business development opportunities to expand market presence and accelerate revenue growth.
• Own P&L logic for the Modern Trade channel, with strong focus on pricing architecture, trade investment efficiency, and overall profitability.
• Develop optimal promotional plans that support category targets.
• Collaborate closely with cross‑functional teams to ensure all demand inputs from the retailers are accurately captured within the S&OP process.
• Conduct market analysis to identify customer needs, quantify opportunities, and propose financials for sales accounts.
• Create reports on sales performance to monitor progress and adjust strategies as needed.
• Partner with CSP (Customer Strategy and Planning) teams on annual category reviews and ongoing ranging.
• Actively participate in account managers’ meetings, fostering collaboration.

REQUIRED & PREFERRED QUALIFICATIONS

• Minimum 3+ years of experience in a similar role, including people management responsibility.
• Strong FMCG background.
• Proven experience leading complex negotiations with key retailers and/or buying groups.
• Strong commercial and financial acumen, with solid understanding of P&L logic and trade economics.
• Fluent English is mandatory.
• University degree required (field of study flexible).
• Trade Marketing experience is considered a plus.

ADDITIONAL INFORMATION

• Hybrid working model: 3 days per week in the office
• Company car or car allowance provided
• Annual bonus aligned with role seniority

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.