Business Development Assistant Manager - Unilever

JOB PURPOSE

Drive profitable and sustainable growth of Unilever International’s portfolio in South Africa by identifying market opportunities, building strategic distributor partnerships, and executing purpose-driven brand building. Own the end-to-end business from market entry to shelf execution, ensuring alignment with global category teams and local operating company.

WHAT WILL YOUR MAIN RESPONSIBILITIES BE

Market Development & Strategy

• Segment markets and identify high-potential, complimentary brand product formats.
• Conduct competitive analysis including brand mapping, pricing, and strategic price indexing.
• Identify whitespace opportunities and lead market entry strategies in collaboration with distributors and the local OpCo.
• Build and scale niche brands by leveraging global sourcing and local insights.

Route-to-Market & Distributor Management

• Scout, onboard, and manage distribution partners across categories.
• Set up distribution agreements, contracts, and commercial terms.
• Define and track distributor KPIs (Weighted, Numeric, Total Distribution Points).
• Lead Joint Business Planning (JBP) and ensure execution of brand initiatives.
• Ensure regulatory compliance and responsible partnering policies are met.

Key Retailer Management

• Manage direct relationships with key retailers to ensure strategic alignment and flawless execution.
• Oversee administrative processes including product listing, order placement, and launch coordination.
• Ensure products are launched on time and supported with the necessary trade and marketing activities.
• Collaborate with retailers to optimize shelf presence, drive sales velocity, and resolve operational challenges.

Commercial & Financial Ownership

• Full P&L ownership of the UI portfolio in South Africa.
• Manage trade term structures and ensure profitability.
• Monitor primary and secondary sales, stock on hand, and PO statuses.
• Ensure accurate accruals of trading term spends and budget alignment.
• Collaborate with Finance to track trade and support budgets, ensuring ROI-focused spend.

Sales Execution & Merchandising Excellence

• Drive executional excellence through merchandising teams and Power BI analytics.
• Conduct weekly market visits and bi-weekly KPI reviews (OSA, shelf health, stock pressure).
• Implement corrective actions to close gaps in execution and shelf performance.

Marketing & Brand Building

• Collaborate with global and local marketing teams to plan and execute ATL/BTL activations.
• Provide market-specific consumer insights to aid brand positioning.
• Oversee marketing strategy and measure ROI across channels.
• Enhance digital marketing initiatives and land an e-commerce suitable portfolio.

Cross-Functional Collaboration

• Work closely with Supply Chain for on-time demand fulfilment and capacity planning.
• Partner with Customer Development Operations to ensure smooth commercial processes, including cash collection, documentation release, pricing setup, customer master data management, onboarding of new customers, account creation, and product extensions.
• Partner with Legal, Regulatory, and in-country teams to ensure product compliance.
• Lead cross-functional teams to manage projects and launch plans effectively.

OpCo Collaboration & Strategic Alignment

• Collaborate closely with the local Operating Company to unlock synergies and ensure strategic fit of Unilever International (UI) portfolios.
• Align on product launches, promotional grids, and planograms to ensure cohesive execution and visibility across channels.
• Attend cyclic planning meetings to brief OpCo teams on UI plans, innovations, and strategic priorities.
• Drive deeper Master Brand impact through joint marketing initiatives and collaborative campaign planning.
• Ensure UI portfolios are supported with the right trade and marketing activities to maximize performance and brand equity.

Innovation & Product Launches

• Initiate new products, artworks, and formulations to meet market needs.
• Develop and manage end-to-end launch plans for new innovations.
• Ensure timely listing and promotional support for key innovations.

Operational Oversight

• Oversee customer service, order management, and logistics processes.
• Handle quality and consumer complaints with distributor teams.
• Track and report in-market activities and competitor insights.

Experiences & Qualifications

• Minimum 6 years' experience in FMCG industry in operational key account management, marketing, business or finance partnering roles (preferably in Customer Development)
• A bachelor’s degree in any discipline
• Experience in international trade and capability building
• Sales management skills and expertise
• Experience in Commercial, distribution Management

Skills

• Be a strategic, highly adaptable and entrepreneurial person
• Embrace a high growth mindset, with strong love for consumers, shoppers and customers
• Strong financial acumen and analytical skills
• Strong communication, negotiation and influencing skills with senior stakeholders
• Experience working with and leading in cross-functional teams

Leadership

• You are energized by delivering fantastic results. You are an example to others – both your results and your resilience. You are constantly on the lookout for better ways to do things, engaging and collaborating with others along the way.
• As an individual you are the one responsible for your own wellbeing and delivering high standards of work. You must also focus on the Consumer and what they need. You are humble and have your head up, looking around to interpret evidence and data smartly, spot issues and opportunities to make things better.