Customer Business Development Lead

2 weeks ago

Durban, KwaZulu-Natal, South Africa Unilever Full time

Business Title:
Customer Business Development Lead

Function:
Customer Development

Location:
Johannesburg/Durban

MAIN JOB PURPOSE:


The Customer Business Development Director 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 within the Go-to-Market unit.

He/she is responsible for development of CD excellence and market competitiveness within his team of account management.

JOB SUMMARY / RESPONSIBILITIES**:

  • To develop and manage the long and shortterm plan for the relevant account(s)/channels in line with the agreed targets set in the strategic plan.
  • To develop and deliver the Annual 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 work closely with the Category Strategy and Planning Teams to deliver category growth opportunities and champion the Category strategies within the account.
  • To provide strong leadership of the account team. 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 delivering the total annual sales plan.
  • Responsible for the development of Customer Development capabilities for the future.
  • As a member of the Leadership Team, jointly responsible for operations, communication and the leadership of organisational and behavioural change
  • To lead the development of the account managers in his team
  • To build CD excellence and market competitiveness within his team
  • To lead for the equity, diversity and inclusion ambition of the Customer Development function
  • Provide strong people leadership and coaching to his account management team.

KEY SKILLS:

  • Developing the Customer / Channel Business Plan
  • Customer Management and Selling Essentials
  • Optimising Promotion Sellout
  • Implementing the Customer / Channel Business Plan
  • Leveraging Strategic Customers
  • Developing Customer Relationships
  • Business Planning (S&OP)
  • Developing the Customer Service Strategy & Segmentation
  • PoP Execution and Monitoring
  • Business Strategy and Formulation
  • Business Planning and Implementation

KEY REQUIREMENTS:

Essential:

  • 12+ years of Sales experience, preferably crossfunctional
  • 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.

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