Prospecting
• Leading, mapping and developing on/off-line business and seeding opportunities in China through data and insight activation.
• Screening potential businesses through market analysis, deal requirements, potential and financial analysis.
Establishing and Executing Business Plans
• Lead the process of JBPs and Sales and Marketing execution plan across internal (Unilever BG and BU roles) and Distributor teams
• Understand Consumers, Customers and Channels in the geography
• Oversee Distributor execution of the agreed plans both for sales, trade marketing
• Lead the training of the distributor teams to bridge capability / process gaps
• Ensure full integration of Customer Marketing Plans with Brand Marketing Plans and Distributor Business Planning
• Provide distributors input into Innovation program through insights on in-market competitor activities and pricing research
• Managing new product development (NPD) business plans internally and externally, to craft end-to-end launch plans to drive route-to-market.
• Measure, track and report customer performance and ensure real time correction plans are put in place to ensure achievement of agreed Objectives.
• Identify and establish partnerships with distributors, e-commerce platforms, marketplace and relevant 3P services.
• Works in close collaboration with BG Team for the category input, and with customer marketing & brand teams for the specific e-commerce account plan.
Tracking and Monitoring Performance
• Creating business cases (P&L) and activation spend for sales and marketing budgets (TTS & BMI).
• Tracking and managing of key business metrics and KPIs across marketing and trade activities.
• Reporting in-market activities and competitor data.
• Utilize data analytics to track and analyze sales performance, market trend, and consumer behaviour.
• Prepare regular reports and presentation for management, providing insights and recommendations.
Stakeholder Management
• Working closely with local distributors to deliver sales & projects on time in full.
• Leading and align cross functional teams (BG marketing/ BU marketing/ Finance/ Supply Chain/ Ops team etc. )to effectively manage and deliver projects.
• Actively collaborating with local OpCo relevant teams for synergies.
Business Development Projects Management:
• Lead the Operationalization of the agreed initiatives.
• Ensure timely delivery as per project timeline.
• Provide clear network update – on actual vs planned.
• Lead coordination meetings of the multi-Functional team for customer specific projects
• Organize project meetings, prepare minutes and follow up actions. Escalate if critical milestones are likely to be missed.
Sales Operations Management:
• Execute and Monitor Perfect Stores in on/off-line channels.
• Ensuring speed to market for New Product Distribution.
• Ensure submission of Monthly report including sales report (weekly / monthly)
• Tracking of PO status – Casefill report / Backlog; ensure timely and prompt delivery.
• Ensure timely accrual of all Trading Terms in the system and proper tracking of trading terms / promotion à budget vs actual.
• In-Market Activities Report & Competitor Data.
• Manages customer promo investment with the customer ensuring all MAP accruals input are completed in a timely manner.
Manage Internal UI Processes
• Monitors implementation and adherence to UI Processes internally across functions and externally with the distributors
• Monitors the performance of business partners.
• Communication: Shares actual performance of Business with the Internal Business Partners.
Key Experience – Requirements – Personal Traits
• Be a strategic, highly adaptable and entrepreneurial person.
• Demonstrate strong ownership to work independently & effectively
• Embrace a high growth mindset with strong love for consumers, shoppers, and customers.
• Have strong financial acumen and analytical skills.
• Have strong communication, negotiation and influencing skills with key stakeholders.
• Have experience working and leading in cross-functional teams. 5-8 years’ experience in FMCG industry in Customer Development or e-Com Business development and Marketing function.
• A bachelor’s degree in any discipline
[End of JD]
