Responsibilities:
Arabia & India:
- Detailing the channel landscape in Arabia and India markets, and appointing key channel partners for hospitality and travel verticals.
- Defining optimal servicing model for each target operator type.
- Develop Distributor Sales Rep (DSR) incentive program with channel partners to scale penetration of Dove B2B range across relevant channels in USA.
- Ensure flawless fulfillment of stocks to acquired National Accounts via operational cadence with Distribution partners.
- Manage ‘off-the-shelf portfolio’ Dove range for Distribution across Channels via Distribution Partners to service small & independent operators
- Own the national accounts funnel E2E, acquire and manage national key accounts in each vertical
- Working closely with SC & R&D on cost-saving opportunities to improve Mix profitability
- Liaise with respective Channel Marketing leads to ensure Unilever Partnerships participation in key industry events relevant to our verticals.
- Data-driven business development: developing joint business plans with key accounts using secondary sales, channels coverage and inventory status reports.
Global Travel Vertical:
- E2E ownership and gatekeeping of global travel accounts (Airlines, Cruises, Travel Retail) funnel.
- Aggressively network with travel industry decision-makers: global and regional CPO’s and Guest Experience teams, actively nurturing these relationships.
- Outside-In: Match buyers’ portfolio and commercial needs with relevant Unilever brands and product categories, and lead a cross-functional Design team to commercialize bespoke solutions.
- Develop multi-modal partnership framework with international airline accounts that creates a long-term strategic relationship.
- Liaise with Channel Marketing lead to exhibit in key industry events and participation in major international and national Airline and Travel Retail events.
- Co-lead Travel portfolio development with Channel Marketing lead, ensuring key insights, trends and commercial angles are captured.
- Actively glean and share learnings and best practices across markets, to raise collective knowledge of the team in setting up and managing a ‘right by design’ RTM for Travel accounts.
- Develop strong joint business plans with key accounts, with strong cross-functional teams connect – cementing Unilever as a strategic top-of-mind vendor partner among Account’s category teams.
Requirements:
- At least 5 years of Business Development experience in B2B selling to Hospitality / Travel channels in Arabia & India markets in non-food categories such as beauty / personal care / hygiene.
Desired Skills:
- Can Do” attitude and result-orientation.
- Strong Key Accounts Management.
- Effective communicator with good financial acumen.
- Strong negotiation skills with proven ability to create win-win partnerships.
- Self-starter with a growth mind-set.
- Sound business judgement.
- Calm and Composed personality to deal with a high-stress KA’s environment.
- Ability to lead a cross-functional team towards clearly defined business goals.