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
• 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