Business Development Manager

About Unilever

Unilever is a global company whose products are used by 2.5 billion people daily. With well-known brands such as Dove, Rexona, Lynx, Vaseline, OMO/Persil, Surf, TRESemmé, and Continental, Unilever has a long-standing commitment to responsible business practices, dating back over a century. In 2022, Unilever Australia & New Zealand achieved Certified B Corporation™ status, reflecting its dedication to fostering a more inclusive, equitable, and regenerative economy. A career at Unilever offers development opportunities, benefits, and a diverse, flexible work environment.

Purpose of the Role

The Field Team is the primary execution force for Unilever New Zealand, ensuring that category and customer growth strategies are successfully implemented with key retail partners. Building strong relationships across all levels and functions within customer organizations is fundamental to business success. The Business Development Manager (BDM) serves as a crucial link between the retail front line and Unilever, responsible for developing and executing the company's business strategy within major New Zealand retail chains including New World, Pak N Save, Four Square, and Fresh Choice.

Responsibilities

• Develop and implement a territory business plan to drive growth.
• Conduct Unilever Business Reviews for assigned territories.
• Utilize data analytics tools like Dunnhumby and Neilson to derive store-level insights and create compelling, data-driven sales narratives to achieve sales objectives and KPIs.
• Manage the 'Perfect Store' process to ensure best-in-class in-store execution aligned with commercial review outcomes.
• Execute the 'Unilever Field Activity Plan'.
• Cultivate and maintain collaborative relationships with store personnel at all levels, including Owner Operators, Grocery Managers, and Buyers.
• Actively participate in Unilever team meetings, including BDM Weekly Meetings, BPMs, Go-to-Market sessions, and Unilever Conferences/Hui.
• Utilize Foodstuffs' official escalation channels to address and resolve compliance issues related to the HQ centralized plan, with Unilever CMs/NFMs as a secondary escalation point.
• Identify and negotiate opportunities for incremental business across the Unilever portfolio within stores, covering aspects like shelf space, positioning, recommended and optional ranges, displays, improved display locations, store events, clearance, and relays.
• Act as the primary representative of Unilever to retail store customers, communicating company updates, brand/product information, and business/category insights.
• Provide feedback to the Unilever business regarding customer needs, store-level insights, and suggestions for improvement.
• Offer periodic, reasonable in-store support for Unilever's business interests, such as Planogram (POG) implementation or store training, as an exception rather than the norm.
• Periodically review in-store operational elements to identify and resolve challenges impacting Unilever's business performance, including stock counts, shelf holdings, minimum presentation levels for On-Shelf Availability (OSA), promotional stock levels for price promotions/display builds, and cutting in of New Product Development (NPD)/Core Range by exception.

Accountabilities (Deliverables)

• Achieve Unilever territory KPIs within specified timeframes, including RSV Sales Targets, Perfect Store compliance, and Market Share.
• Deliver store-specific growth plans (RSV).
• Contribute to training and development initiatives.

Key Skills

• A strong drive for high performance and achieving KPIs.
• Proficiency in persuasive selling techniques.
• Excellent negotiation capabilities.
• Strong communication and interpersonal skills.
• Ability to foster teamwork and collaboration both internally and externally.
• Deep understanding of category and customer dynamics, supported by data analysis skills (Dunnhumby/Neilson experience is a plus).
• Self-motivation and strong personal leadership qualities.
• Aptitude for identifying and managing risks.
• Competent presentation skills, with the ability to simplify complex data into clear sales narratives.
• Adaptability and flexibility to meet evolving business needs.

Essential / Desirable Experience

• A minimum of 2-5 years of experience in the Fast-Moving Consumer Goods (FMCG) sector or sales is essential.
• Experience with data analytics tools such as Dunnhumby/Neilson is desirable.
• A degree in a business-related field is desirable.

What awaits you at Unilever?

Unilever's culture is built on being Human, Purposeful, and Accountable. You will join a dynamic, flexible, and inspiring workplace that prioritizes employee well-being, values contributions, and celebrates achievements. This is an opportunity to be part of a purpose-led global organization with potential for local and international career advancement. Benefits include significant discounts on external company products and an attractive employee referral program. Unilever is recognized as a top employer for providing an environment where individuals can achieve both professional and personal goals. We expect a lot from our employees, and in return, we support their ambitions. Unilever is committed to equity, inclusion, and diversity to drive business success and create a better future for employees, consumers, partners, and communities. We encourage applications from individuals of all backgrounds, including Aboriginal and Torres Strait Islander Peoples, Māori and Pacific Peoples, and people with disabilities. We support candidates in bringing their 'Whole Self' to work and encourage you to advise us of any required reasonable adjustments during the application process.