Health & Beauty Key Customers Sales manager

About Unilever
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.

At Unilever, your career will be a unique journey, grounded in our inclusive, collaborative, and flexible working environment. We don’t believe in the ‘one size fits all’ approach and instead we will equip you with the tools you need to shape your own future.

Job Purpose
Unilever is the place where you can bring your purpose to life with the work that you do – creating a better business and a better world. If you looking to break down the barrier between accountancy and management to support business objectives and corporate growth & act as an advisor to leadership, supporting business decision making through a combination of analytical insights, strategic acumen, and commercial mindedness then this role is just for you.

What Will Your Main Responsibilities Be

• Own end-to-end performance of H&B key customers, delivering value and volume growth.
• Lead Joint Business Plans with top customers, aligning on ambition, priorities, investments, and long-term roadmaps.
• Build senior and trusted relationships with customer leadership teams and position Unilever as a strategic growth partner.
• Translate category, shopper, and market insights into winning customer plans that drive share, penetration, and loyalty.
• Define and own Perfect Store standards by customer, ensuring they are embedded and continuously improved.
• Lead innovation landings across key customers, from listing to activation and scale-up.
• Own the dedicated distributor model for KPH, including:
- Working capital health and cash cycle.
- Service levels, availability (OSA), and operational excellence.
- RTM efficiency and execution quality.
• Work closely with CSP, Category, Supply Chain, and Finance to deliver integrated, profitable growth.
• Develop and coach the account team to build strong commercial capability and strategic selling skills.

Experiences & Qualifications

WHAT YOU WILL NEED TO SUCCEED

Experience & Qualifications:

• 8 -12 years of progressive experience in FMCG Customer Development / Sales, preferably within Beauty & Personal Care, Healthcare, or Pharma-related channels.

• Proven track record in managing Key Accounts, Chains, or Strategic Customers.

• Strong exposure to Joint Business Planning (JBP) and customer growth agenda setting.

• Experience operating within a distributor-led model and managing complex RTM structures.

• Demonstrated ability to deliver both value and volume growth in competitive environments.

• Solid understanding of category management, shopper dynamics, and route-to-market design.

Skills:

• Business Acumen

• Business Development

• Key Accounts Management

• Strategic Planning & JBP Leadership

• Commercial Negotiation

• Stakeholder Management

• Distributor & RTM Management

• Data-Driven Decision Making

• Communication & Presentation Skills

• Strategic Selling

Leadership & Ways of Working:

• Brings an owner’s mindset, with end-to-end accountability for business performance.

• Energized by delivering strong results and setting high personal standards.

• Builds trusted partnerships with customers and distributor leadership.

• Leads across boundaries, collaborating effectively with Category, Supply Chain, Finance, CSP, and CD.

• Uses insight and data to spot opportunities and turn them into action.

• Demonstrates resilience, agility, and a continuous improvement mindset.

• Leads with integrity and purpose, putting the business, the team, and the customer first while building long-term capability.

Unilever embraces diversity and encourages applicants from all walks of life! This means giving full and fair consideration to all applicants and continuing development of all employees regardless of age, disability, gender reassignment, race, religion or belief, sex, sexual orientation, marriage and civil partnership, and pregnancy and maternity.

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.

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