Business Development Manager – Modern Trade

Job Summary:
The Business Development Manager reports to the Customer Development Director,
and is responsible for identifying, developing, aligning, and tracking
strategy deployment (through performance tracking- gaps and opportunities) to
ensure competitive, consistent, profitable, and responsible growth for their
respective Channel/Region and the strategy for delivering the same across key
customers.
The Business Development Manager works closely with Customer Development, CD
Finance, Customer & Shopper Marketing, and CCD (Arabia) to build the bottom-up
Customer/Channel/Region level building blocks that will deliver on the S&OP
targets, category/brand JTBD, Country/Channel priorities, as well as growth
and TO targets across. The Business Development Manager will also have an
added responsibility, in collaboration with other BD Managers and the above-
mentioned colleagues in standardizing, digitizing, and automating (as
applicable) BD practices, procedures, tools, trackers, and financial controls.
Key Responsibilities:
* Implement the marketing (Category) and Country plans into a Channel and Customer specific plan, working closely with KSA KAM teams and Arabia CCD team.
* Develop innovative strategies aimed at uncovering new opportunities to drive the growth of the Categories/Brands and to ensure that sales and profit goals are met.
* Understands the channel/customer footprint of business in the market, optimizes the full extent of the channel opportunity, sets the channel & customer level targets, providing support for CD team to land Category Plans in place
* Analyze and implement actions to capture opportunities for category COTC KPIs e.g. Improvement of distribution and OSA.
* Incorporate a set of standardized/digitized/automated Tools (e.g. Building Blocks or Planning Tool), reports and Dashboards that will allow for improved performance tracking within CCD/SM/KAMs.
* Set up several (Weekly, monthly, quarterly) performance review & planning forums and incorporate them into both the S&OP/IBP cycles, with relevant audiences across KSA and Arabia cross-functional teams [CD finance, CCD, C&SM, KAM].
* Regular performance monitoring of ROI, spend and sales trends, forecasts, and CVA updates (Customer/Category/SKU); identifying and communicating issues and opportunities to KAM teams and CCD/C&SM with a bias for action.
* Work with KAM Teams to improve ROI/Profitability within the year as well as part of the IBP/JBP process via NRM Team CVA Tool updates and other Performance indicators.
* Manage out of plan opportunities for KAM teams with agility; Work with KAMs / CCDs / C&SM/ Finance BPs / Directors to identify & validate (versus pre-defined & aligned criteria) in response to strategic opportunities (i.e. Competitive Response), account opportunities (i.e. Closing Gap to Target), or other opportunities.
Requirements:
* Bachelor's degree or equivalent.
* +‎6 years of Experience in Business Development or Category Development.
• Strong Analytical, process and strategic planning skills. • Demonstrated
ability to lead and influence cross-functionally.
* Previous experience in a customer facing sales role.
* Strong communication skills with the ability to present to multi-functional and different work level audiences internally and externally
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.