Job Opportunity: Institutional Channel Commercial Leader at Unilever
Function: Customer Development
Location: Medellín, Colombia
Reports to: UFS Sales Manager, Colombia
Employment Type: Full-time
About Unilever
At Unilever, we empower you to realize your purpose through your work: creating a better business and a better world. You will collaborate with renowned brands that positively impact consumers and communities, leading initiatives that drive sustainable business growth.
Role Purpose
The Institutional Channel Commercial Leader will be responsible for driving profitable growth in Food Solutions across Colombia. This will be achieved through strategic management of regional sales teams, designing and implementing commercial plans by segment and market route, and strengthening relationships with key clients in the distribution channel. The role will ensure the achievement of sell-in, sell-out, numerical, and penetration objectives while leading commercial execution with excellence.
Key Responsibilities
- Design Growth Plans: Develop profitable growth strategies through targeted actions by segment and market route, collaborating with the sales team to ensure a positive return on investment.
- Market Analysis: Analyze competition in each market to identify opportunities and threats, implementing action plans to gain a competitive edge.
- Monitor Execution: Oversee the implementation of growth plans and innovations, assessing their effectiveness and making adjustments based on results.
- Lead Regional Teams: Manage regional sales teams to meet sales targets and ensure outstanding execution at points of sale.
- Manage Sell-In and Sell-Out:
- Sell-In: Ensure effective product placement with distributors and direct clients.
- Sell-Out: Drive product turnover at points of sale through activation actions and commercial support.
- Expand Coverage: Increase product coverage and penetration in the channel, enhancing the active customer base and usage frequency.
- Provide Sales Tools: Ensure effective commercial tools are available to enhance the sales team’s impact on clients.
- Data-Driven Decisions: Make strategic decisions based on data analysis, including market insights, commercial performance, and consumer behavior.
- Foster Collaboration: Promote integration and commercial improvement through collaboration with key areas such as supply chain, finance, demand generation, clients, and internal and external stakeholders, ensuring aligned and effective commercial planning.
- Develop Talent: Empower the sales team by providing clarity, responsibility, and confidence, identifying potential and ensuring training and development plans.
- Promote a Culture of Excellence: Encourage a culture focused on execution, innovation, and results.
Qualifications for Success
Experience & Skills:
- 4-5 years of sales experience, preferably in food service, institutional, B2B, and distribution channels.
- Strong leadership, negotiation, strategic thinking, and tactical execution skills.
- Proficiency in commercial indicators and sales management tools.
- Minimum of 4 years in similar positions (sales, key accounts, client development).
- Experience with leading consumer goods companies is a plus.
- Experience working with distributors is ideal.
Education & Technical Skills:
- Proficient in data analysis, strategic thinking, decision-making, and business vision.
- Strong command of Microsoft Excel and database management.
- Analytical capabilities to make data-driven decisions.
- Willingness to travel and work in the field.
- Experience in personnel management.
Leadership Attributes:
- Focus on What Counts: Prioritize what truly matters for the business.
- Stay Three Steps Ahead: Think creatively, remain curious, and anticipate the needs of consumers and customers.
- Deliver with Excellence: Show ownership and pride in flawless execution.
Interested?
Please submit your application through this portal, as email applications will not be processed.
Unilever embraces diversity and encourages applicants from all walks of life. We are committed to providing fair consideration to all candidates and ongoing development for all employees, regardless of age, disability, gender, race, religion, beliefs, sexual orientation, marital status, pregnancy, or maternity.
We are dedicated to making reasonable adjustments to ensure a positive and barrier-free recruitment process. If you need additional information or adjustments to present your best self during this process, please contact the Talent Partner for this position.
Unilever is committed to equity, inclusion, and diversity to drive our business results and create a better future 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 welcome every individual to bring their ‘Whole Self’ to work, including you! If you require any support or access requirements, please inform us at the time of your application so we can assist you throughout your recruitment journey.
