Title: Retail Development Manager
Location: United States-United States (State Level)-Remote United States-Remote - USA
Other Locations: United States-Ohio-Cincinnati, United States-Minnesota-Minneapolis, United States-Illinois-Chicago
Job Number: 160008QS
About Unilever:
Unilever is one of the world’s leading suppliers of Food, Home and
Personal Care products with sales in over 190 countries and reaching 2 billion
consumers a day. It has 172,000 employees and generated sales of €48.4 billion
in 2014. Over half (57%) of the company’s footprint is in developing and
emerging markets. Unilever has more than 400 brands found in homes around the
world, including Persil, Dove, Knorr, Domestos, Hellmann’s, Lipton, Wall’s, PG
Tips, Ben & Jerry’s, Marmite, Magnum and Lynx.
Unilever’s Sustainable Living Plan (USLP) commits to:
• Decoupling growth from environmental impact.
• Helping more than a billion people take action to improve their
health and well-being.
• Enhancing the livelihoods of millions of people by 2020.
Unilever was ranked number one in its sector in the 2014 Dow Jones
Sustainability Index. In the FTSE4Good Index, it achieved the highest
environmental score of 5. It led the list of Global Corporate Sustainability
Leaders in the 2014 GlobeScan/SustainAbility annual survey for the fourth year
running, and in 2015 was ranked the most sustainable food and beverage company
in Oxfam’s Behind the Brands Scorecard.
Unilever has been named in LinkedIn’s Top 3 most sought-after
employers across all sectors.
For more information about Unilever and its brands, please visit
www.unilever.com. For more information on the USLP:
www.unilever.com/sustainable-living/
Retail Development Manager
Job Summary
The Retail Development Manager (RDM) reports to the Retail Operations Manager (ROM).
The primary purpose of the Retail Development Manager position is to execute brand strategies and merchandising activities by working collaboratively with assigned Customer Business Teams (CBT) including
Region Sales Mangers to drive profitable growth through flawless retail execution to include but not exclusive of on shelf availability (OSA), in-store visibility (ISV), POG and merchandising support focused on 4 P’s.
The RDM has the responsibility to direct the ASM-DRT team to complete the execution of the Unilever Business Teams plans.
Define, Execute, Measure, Learn and Improve.
Additionally, interaction with cross-functional teams is required.
The cross-functional team consists of ASM ROM’s and Supervisors along with Unilever Customer Business Teams, Brand and other resources.
Efficient and effective communication, management and analytical skill sets are mandatory to ensure successful execution of Unilever objectives.
Duties and Responsibilities
The RDM is responsible for ensuring successful execution of Perfect Store 4P’s through the collaborative planning with Customer Business Teams.
Product – Improve “on shelf availability” (OSA) of core skus.
Pack – Ensure speed to shelf on approved innovation.
Placement – Compliance on POG and share of shelf negotiated by the customer teams.
Promotion – Gain support on featured and displayed programs (location, signage, quality)
The RDM is responsible for having a:
- Consumer and Customer Focus – Must be able to bring the brands voice and proposition to life in store by working with customer business teams to develop strong ISV plans.
The RDM must be externally focused on the
changing needs of the customer and consumer in his markets.
- Bias for Action – Action – while managing the information from Tableau and other data points the RDM must be action oriented and be able to drive the retail team forward with strong communication
- Building Talent and Teams –
the RDM must work with our 3rd party to get the most out of the people in the field, the RDM must be able to manage a large team from 3r party to multi Unilever processes
- Accountability and Responsibility – Must establish clear expectations, measuring the results and holding people accountable through the use of all available data points (tableau, ASM HH)
The RDM is responsible for DEFINING category and retailer strategies based on collaborative planning processes of Perfect Store with Customer Business Teams and communicating direction to the DRT through RPM’s and One Pagers.
The RDM is responsible for EXECUTING the 4 P’s based on the collaborative planning process and through direction and communication to the DRT.
The RDM is responsible for MEASURING the results and providing analytics to improve future execution.
Support for measurement is driven through monthly scorecard, syndicated data, local market information, PPC, Tableau.
Analyzing the data and using the new technology are a top priority to this position, as it will allow Unilever the opportunity to deploy resources more efficiently.
The RDM is responsible for continuous LEARNING AND IMPROVING of retail execution and retailer programming.
The RDM is responsible for the effective management of assigned territories and accounts within specific geographies including DRT, Surge and Syndicated related activities.
This would also include the “spill in and spill out of accounts”.
Challenges
The RDM will be challenged with effective means of communication, goal setting, tracking, measuring and analyzing results to determine success or next steps needed to gain results through the 3rd party.
The RDM role will require very strong analytical skills and technological savvy. The RDM should excel technically, to include superior knowledge and application of standard software packages to include Syndicated Services, Tableau, Office, PowerPoint, Word and Excel.
The RDM will need to balance individual CBT needs, while ensuring total Market Integrity.
The need to define, execute, measure, learn and improve retail on an account by account and market by market level will be the underlying base upon which the RDM
will be expected to develop business opportunities through collaborative interaction with the CBTs.
The RDM is challenged with the need to routinely interface with multiple internal and external departments/personnel and multiple business teams, regional managers and team leaders.
The RDM is challenged with the management of dispersed business personnel which creates complexity and time management requirements.
The need to maintain strong personal management disciplines due to the balancing of an extensive travel schedule while also maintaining a
strong local team and broker management exposure through team communication and meetings. Time management will be a key to success in the RDM role.
In addition to managing 3rd party resources, the RDM will also have the challenges of not only understanding ASM’s policies, processes and procedures but will also be required to effectively manage through these differences to achieve Unilever goals and objectives.
Scope
Collaborative interface with CBT and management of 3rd party retail execution.
Total work team consists of
800 sales reps,
65 managerial positions for 3rd party not including military or surge team.
Budget responsibility is limited but 4 P’s execution is paramount.
The RDM will be responsible for the flawless execution of the Perfect Store Process in the accounts and geography they are assigned.
The RDM will be expected to become fully operational with the following systems:
- ASM reporting systems
- Available Unilever reporting systems including syndicated data, OSA, Tableau, Monthly Scorecards
Customer Management and Selling Essentials
Leverages Unilever information, and technology to make optimum business decisions with Unilever’s Customers, Channels, and 3rd Party Selling Partners. Consistently applies project management, structured selling and negotiation
techniques to achieve the Customer Business Plan.
• Knows how and when to use the appropriate structured selling, negotiation, and business communication techniques to achieve business objectives
• Leverages data and information to enhance selling effectiveness
• Manages events and implements projects efficiently
• Utilizes Unilever and Customer technologies to enhance business decisions and
In-store execution
Point of Purchase Execution and Monitoring
Prepares a project plan for the effective implementation of in-store elements of the Customer Business Plan. Engages Unilever and Customer teams involved in the in-store implementation process. Leads Unilever teams to effectively implement
Unilever plans and projects that are visible to consumers and shoppers.
• Effectively translates Point of Purchase objectives into store level implementation KPIs for each customer/channel
• Anticipates in-store compliance issues and takes action up-front to ensure delivery of point of purchase KPIs
• Provides store level intervention when required
• Tracks and analyses implementation to ensure compliance to set guidelines, takes prompt action to correct problems
• Ensures third party field agency has the right capabilities, skills, resources and information to deliver Unilever’s objectives
Third Party Management
The attraction, selection and management of third parties to distribute, sell, promote, and
Merchandise Unilever products for the achievement of mutual business return.
• Establishes profitable third party relationships to ensure maximum ROI
• Provides added value business support
• Manages third party performance and motivation
• Maximizes merchandising and coverage
Developing the CD Infrastructure & Organization
The structuring and management of the CD organization to create develop and maximize customer opportunities according to Unilever business objectives. The definition of the skill sets, special characteristics and rewards relevant to individuals and teams in customer management.
For the Distributor / Broker Management roles, this Skill is relevant in managing their 3rd party organizations to meet Unilever objectives.
• Develops and manages the Territory function
• Identifies opportunities and resources to maximize Win with Customer vision
Optimizing Promotional Sell-Out
Leverages the Unilever Trade Terms Structure (TTS) policy to achieve the Customer Business Plan. Ensures the Unilever TTS remains competitive in the market place and is optimum for Unilever, its Customers and its 3rd Party Selling Partners.
• Understands and selects the right promotional tactics to optimize sell out
• Executes the plan efficiently, in line with Company pulsing plan
• Monitors and evaluates performance to define actionable learning’s on how to improve promotional effectiveness within Unilever and versus the competition
• Reviews the remaining plan internally and with customer
Key Requirements
Bachelor's degree / 4 Year College Degree required
Minimum 3 years consumer products sales in a retail environment, retail experience, customer knowledge and 3rd party management / sale management experience required
Candidate should excel technically, to include superior knowledge and application of standard software packages to include Syndicated Services (Nielsen / IRI) Tableau, preferred.
Candidate is required to have experience using data analysis and insights to make fact based strategic decisions as it relates to driving the success of their territory
Proficiency with MS Office, PowerPoint, Word and Excel required.
The candidate must be able to travel extensively (minimum 60%), from Monday to Thursday, 45 weeks a year, within their assigned territory.
Competencies & Abilities
Supervisory - Strong and proven understanding of working with third party organizations and coordinating solution related activities.
Problem Solving - Must have the ability to tackle complex situations, evaluate alternatives, and make timely and effective decisions.
Develop courses of action, and provide fact based solutions/recommendations.
Communications - Must be skilled in verbal and written communications.
Must be able to
Effectively relate with multiple levels of management, both internally and with our third party organization.
Leadership - Should possess strong leadership qualities externally with a positive attitude at a high energy level and possess a growth mentality.
Team Commitment - Should be able to work effectively, and in a highly collaborative manner.
Must be a team player in sharing all challenges, opportunities and successes through a strong supporting role
Unilever offers a competitive compensation package which includes: Medical & Dental Plans, Life Insurance, including eligible spouses, domestic partners & children; Health Care Flexible Spending, Dependent Care, Retirement & Savings Plans, Tuition Reimbursement, Paid Vacation and Holidays.
Please note: as part of the job application, you will be asked to complete pre-screening questions.
Completion of the pre-screening questions are mandatory in order to be considered. Please allow yourself plenty of time to complete both the application and pre-screening questions.
If the pre-screening questions are partially answered or not at all, it will adversely affect the progress of your application. Please be aware that you will have to complete the pre-screening questions at once as you will be unable to return to it later.
All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of race, color, religion, sex, gender identity, sexual orientation, national origin, age, disability, protected veteran status, or other protected class in accordance with applicable federal, state, and local laws.
Unilever takes affirmative action in support of its policy to and advance in employment individuals who are minorities, women, protected veterans, and individuals with disabilities.
Employment is subject to verification of pre-employment drug-screening results, Motor Vehicle Records check and background investigation.
Job: Customer Development