Head of Sales, Core Grocery & Club

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.
JOB PURPOSE

The Head of Sales will lead the development and delivery of Unilever ’s strategy and operational plan by leading a cross functional team. The role is responsible for delivering volume, share, and profit targets across a $1B portfolio.
WHAT WILL YOUR MAIN RESPONSIBILITIES BE

As the Customer Business Development leadership team prepares for 2027 and beyond, the Sales Director must be skilled at achieving this objective in a way that demonstrates progressive market approaches, including:

- Utilize joint business planning to further build and develop strategic customer partnerships

- Work closely with Marketing and Customer Strategy and Planning (CSP) Teams to develop and deliver a market share driving destination portfolio for Walmart

- Use Shopper Insights and trends to understand and leverage new opportunities for growth as the path to purchase evolves

- Build and expand outstanding customer relationships vertically and horizontally

- Dynamic P&L management surgically investing to generate exponential top and bottom line growth while maximizing ROI

- Lead, develop and champion extended cross functional team

- Deliver Unilever ’s Sustainable Living Plan through our customer by selling with purpose

You’re a born leader: Develop and deliver joint business planning activities with customers, constantly optimizing the P&L, creating value and finding truly sustainable mutual ground through active JBP management

You’re a strategy guru: Work jointly with Customer Strategy and Planning and our Brand leaders, working effectively in a matrix (categories/channels) to set and deliver business targets; Develop and fully implement common processes for customers.

You’re a teacher: Dedicated people leader and bench developer, able to attract, motivate, develop and retain talent cross functionally through clarity, connectivity and celebration of success.

You’re a master negotiator: A skilled negotiator that sets the example to successfully navigate and influence senior leadership at the customer independently, effectively getting to resolution.

You’re a paradox navigator: Manage complex sales structure involving multi-layered approach including several tiers of customer interaction; Develop cross functional strategic relationships with key customer leaders.

You’re a culture & change champion: Develop a winning team for current and future performance
WHAT YOU WILL NEED TO SUCCEED
Experiences & Qualifications

- Bachelor’s degree required

- Minimum 15 years’ experience as a Sales Leader with both field and headquarters experience (Trade/Customer Marketing/Channel Strategy experience required). Preferred experience with Walmart, multiple channel and category experience is a plus. Ability to provide leadership and direction for “best practice” implementation.

- Preferred experience depth in Walmart omnichannel development

- Preferred experience depth for top-to-top selling and negotiations

- Preferred experience depth in Food categories (dry and frozen)

- Developing marketing plans with the objective of growing a business (Customer marketing experience is a plus). This executive should have proven experience thinking “out of the box” to develop target markets and segments using multiple channels

- Strong analytical skills with the ability to develop strategies, tactics and measurable implementation plans across many areas. Proven track record of successfully wo