Customer Development Lead

JOB PURPOSE

Find your purpose at Unilever. You will lead innovations, big and small, that will make our business win and grow. You will learn from brilliant business leaders and colleagues in a truly global and diverse culture to ultimately become a better you.

The Customer Development Lead is responsible for development and execution of the customers and channels strategy and customer business plan, to achieve short and long-term business results. He/she owns the contacts with the customer and is the custodian of Customer and Channel understanding in Kenya market. He/she is responsible for development of CD excellence and market competitiveness within his/her team of account management. The role is also responsible to localize the Category Growth Strategy and executes strategically aligned commercial plan in market.

 If you are passionate about the development and execution of the customers and channels strategy and customer business plan, to achieve short and long-term business results then this role is just for you.

WHAT WILL YOUR MAIN RESPONSIBILITIES BE

• Develop and manage the long and short-term plan for the relevant account(s)/channels in line with the agreed targets set in the strategic plan.
• Responsible for delivering the total annual sales plan, both in terms of topline growth and gross margin. 
• To manage the strategic interface between Unilever and the relevant Customer and set the strategic priorities for the Customer Business Plan. This involves developing excellent relationships with contacts in Supply Chain, Marketing and Finance.
• Achieve substantial business results on the Customer P&L
• To provide strong leadership of the account team and category strategy and planning teams. In particular, to provide ongoing coaching and development to ensure that the team members have the opportunity to realise their full potential.
• To establish and continuously develop the customer team framework for delivery of the long- and short-term plan. 
• To work closely with relevant stakeholders to develop and execute the overall Customer Development strategy and to contribute to the overall company strategy.
• Responsible for the development of Customer Development capabilities for the future.
• To build CD excellence and market competitiveness within his or her team, deploy core capabilities required to win by Channel and Customer, core skills such as Catman / Shopper / NRM
• Lead the Category Strategy and Planning Teams to deliver category growth opportunities and champion the Category strategies within the account.
• Provide leadership to the Category Strategy and Planning Teams to work closely with Brand, CMI, NRM to build customer sell-in
• To lead for the equity, diversity and inclusion ambition of the Customer Development function
• As a member of the Leadership Team, jointly responsible for operations, communication and the leadership of organisational and behavioural change

Experiences & Qualifications

Essential:

• 12+ years of Sales experience, preferably cross-functional
• Strong customer facing experience and proven track record is a must  
• Strong Category management experience
• Proven people management capabilities

Desirable:

Cross functional experience in Customer Marketing, Trade Category Management, Shopper Marketing and Field Sales operations.

Skills

• Developing and Implementing the Customer / Channel Business Plan
• Customer Management and Selling Essentials
• Optimising Promotion Sell-out
• Leveraging Strategic Customers
• Developing Customer Relationships
• Business Planning (S&OP)
• PoP Execution and Monitoring
• Business Strategy and Formulation
• Negotiation
• Innovation mindset
• Commerce channels execution and digital business models
• Commercial Strategy and Business Acumen / NRM
• Category Growth Management
• Data-Drive Mindset
• Customer and Retailer Understanding

Business & Leadership Skills

• Strategic thinking and writing
• Communication and storytelling
• Stakeholder Management
• Lateral Influence without Authority
• Process Thinking (Discipline)
• Ability to join the dots and show the big picture

Leadership

• You are an inclusive motivator of people. Your team deliver with real passion, growing and learning from each other whilst delivering quick wins.
• You are still responsible for your own results and as a manager, you also need to motivate others to deliver with passion, creating an inclusive and engaging climate around you. You can balance challenge with support and coaching. You understand the wider business context and you are emotionally intelligent enough to motivate people to 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.