Unilever

Executive

• Altas de innovaciones.
• Altas y bajas y cambios de códigos.
• Planificación, implementación y control de la dinámica comercial.
• Implementación de lista de precios.
• Sensibilidad de cierre.
• Cierre a clientes, tanto de la venta como del pago de las acciones generadas.
• Lectura y ejecución sobre de variables de comercialización del retail: sell in, sell out, share value & volume, precios, mix de venta, OSA, exhibición, distribución física y ponderada, surtido.
• Seguimiento, control y aplicación de cuenta corriente. Hacer cumplir los pagos y los días de pago del cliente.
• Visita a puntos de venta.
• Seguimiento del abastecimiento: ingreso de pedidos, fill rate, días de stock en el cliente.
• Armado de planes para crecimiento del cliente.
• Armado de la estrategia por bandera y formato.
• Revisar constantemente la estructura comercial del cliente.
• Revisar el cumplimiento del plan comercial con el cliente.
• Administración eficiente del presupuesto.
• Encontrar oportunidades en el punto de venta y analizar la ejecución propia y de la competencia.
• Trabajo codo a codo con Ejecutivo de punto de Venta y equipo de repositores.
• Reunión Estratégica Trimestral con el cliente para compartir planes de innovación y estrategia de las categorías de producto.
• Estrategia de precios y dinámica: entender qué hacemos nosotros y cómo se mueve la competencia.
• Planificación de actividades con las categorías.

Ejecutivo de Cuenta – Canal Mayorista

• Coordinar, controlar y brindar soporte a la operación comercial del distribuidor asignado
• Gestionar la relación comercial con el distribuidor y asegurar el cumplimiento de objetivos de negocio
• Revisar el plan comercial, cobertura, distribución, ejecución y actividades de Sell Out
• Analizar variables de venta y distribución para identificar oportunidades de crecimiento
• Monitorear indicadores clave de desempeño y asegurar la ejecución en el punto de venta
• Garantizar disponibilidad, visibilidad y ejecución de las marcas en distintos canales comerciales
• Controlar tableros de ejecución y transformar información en acciones concretas
• Tomar decisiones basadas en datos e implementar planes de acción
• Utilizar herramientas digitales, Inteligencia Artificial y Copilot para optimizar la gestión comercial
• Liderar, desarrollar y acompañar al equipo de activadores de la región
• Realizar seguimiento en campo junto a preventistas, repositores y equipos comerciales
• Gestionar relaciones con puntos de venta de distintos canales
• Asegurar la implementación de acuerdos comerciales y planes de crecimiento junto al distribuidor
• Identificar oportunidades de mejora continua en procesos, ejecución y distribución
• Liderar la gestión comercial en Salta y Jujuy, con base en Salta y foco en trabajo de campo

Ejecutivo de Distribución

Sales

• Realizacja planów sprzedażowych (sell-out) i budowanie Sklepów Doskonałych
• Zapewnienie dostępności i widoczności produktów Unilever w sklepach na terenie południowo-wschodniej Polski
• Zarządzanie zespołem przedstawicieli/przedstawicielek handlowych: planowanie wizyt, raportowanie wyników, coaching i rozwój zespołu
• Monitorowanie i egzekucja działań promocyjnych, wdrażanie nowych produktów i narzędzi sprzedażowych
• Budowanie relacji z kluczowymi klientami/klientkami, w tym sieciami lokalnymi i ogólnopolskimi
• Zarządzanie budżetem sprzedażowym i promocyjnym
• Nadzór nad jakością ekspozycji, rozmieszczeniem materiałów POSM i inwentaryzacją sprzętu
• Ścisła współpraca z KAM RLCH, KAM EC, KAM Dystrybucja, CDS – w zakresie rozwoju produktów Unilever w sklepach
• Zarządzanie kontem EPOS i raportowanie wyników

Area Sales Manager – południowo-wschodnia Polska

Outside Sales

• Achieve sales targets through personal selling and driving the distribution system
• Manage the distributor system, including front-end and back-end infrastructure
• Coordinate between distributors and outlets to ensure placements and offtakes
• Analyse MIS reports to identify gaps and opportunities to improve execution and performance
• Negotiate with distributors and develop people on managing customers to obtain more business
• Cultivate trade relationships to strengthen market position
• Generate and provide market feedback and reports to the branch office
• Analyse ways to improve competitive market position through improved customer service
• Monitor distributor and distributor sales team performance and take corrective action
• Drive sales growth and market execution across the assigned territory
• Manage outlet coverage, secondary sales achievement, market development, merchandising, and availability and visibility of HUL brands
• Deliver territory MOC Primary & Secondary targets

Territory Sales Officer

• Achieve sales targets through personal selling and driving the distribution system
• Manage the distributor system, including front-end and back-end infrastructure
• Analyze MIS reports to identify gaps and opportunities to improve execution and performance
• Negotiate with distributors and develop distributor personnel to manage customers and obtain more business
• Cultivate and leverage trade relationships to strengthen market position
• Generate and provide market feedback and reports to the branch office
• Analyze ways to improve competitive position through better customer service
• Monitor distributor and distributor sales team performance and take corrective action on infrastructure gaps

Operations

• Develop top key customers through differentiated national and customized activities
• Maintain regular customer engagement to build business and relationships
• Ensure stock availability, replenishment across all branches, product visibility, and in-store merchandising
• Lead field execution teams to ensure effective store operations and competitive growth
• Plan and execute category-growing initiatives online and offline through cross-functional engagement and stakeholder management
• Deliver point-of-purchase excellence based on agreed key performance indicators
• Ensure successful new store openings by maximizing Unilever brand visibility inside stores

Store Operations – Reseller Supermarkets

• Achieve sales targets through personal selling (visiting market) and driving the distribution system.
• Manage the distributor system in terms of both front-end and back-end infrastructure.
• Systematically analyse, extract and use MIS reports to identify possible gaps and opportunities to improve execution and performance in the respective geography.
• Negotiate with distributors and develop their people on managing customers to obtain more business.
• Cultivate and leverage relationships with trade to strengthen market position.
• Generate and provide market feedback and reports to the branch office.
• Analyse how to improve the competitive position in the market through improved customer service.
• Monitor systematically the performance of the distributor and distributor's sales team and take corrective action on infrastructure gaps.

Manager

• Drive sustainable business growth through independent operators, local chain accounts, and trade partner engagement
• Deliver territory business targets including sales growth, turnover, reach and penetration, digital engagement, fully profiled operators, demos, and sampling
• Execute customer business plans, Win & Retain funnel, contact matrix, and multi-touchpoint online and face-to-face contact strategy
• Convert business and market insights into activation and solution selling
• Prepare customer-specific recommendations based on menus, kitchen operations, consumers, and food trends
• Network with key customer stakeholders and decision-makers
• Use Salesforce CRM to prepare visits, manage workflow, and manage the market funnel
• Conduct face-to-face and virtual sampling, ideation, and cooking demonstrations
• Follow up on calls to progress opportunities to sale close
• Secure and coordinate monthly customer orders
• Develop and execute joint business plans with selected trade partners
• Engage trade customers on secondary sales data partnerships
• Implement promotions and ensure stock availability and sell-out activity
• Submit and settle distributor trade claims on time
• Convert automated warm and targeted CRM leads and drive lead conversion
• Drive digital buying behavior through ecommerce platforms
• Drive social media engagement and attendance at UFS webinars
• Enrich operator data and implement an omnichannel contact strategy
• Provide virtual culinary consultation to targeted operators

Territory Development Manager

• Drive market growth and expand Unilever Food Solutions’ presence across the Delta region
• Manage all food service channels and restaurant types, including hotels, key accounts, independent restaurants, cafes, QSRs, caterers, and CPUs
• Expand and penetrate HORECA customer segments through commercial strategies and territory growth plans
• Build and maintain relationships with hotel GMs, F&B directors, executive chefs, purchasing managers, restaurant owners, and franchise chains
• Analyze regional market trends, operator needs, dining formats, and competitor activity
• Lead commercial negotiations, joint business plans, and supply agreements
• Execute trade initiatives, promotional campaigns, and brand activations for brands including Knorr and Hellmann
• Track sales targets, distributor performance, and channel KPIs
• Collaborate with distribution partners, supply chain, and culinary teams to resolve execution challenges
• Manage trade promotion allocations and channel budgets to optimize ROI and gross margin
• Maintain CRM records and deliver weekly/monthly commercial reports to the Regional Sales Manager
• Conduct kitchen demonstrations with UFS chefs and convert key accounts to the UFS product portfolio
• Lead menu engineering and recipe cost-per-plate discussions to optimize product placement and operator profitability
• Inspire and motivate stakeholders while driving continuous improvement

Customer Development Executive

• Drive sustainable business growth through operator, chain, and trade partner engagement
• Use data and CRM tools to plan and execute sales calls
• Deliver targets including sales growth, reach and penetration, digital engagement, fully profiled operators, demos, and sampling
• Execute online and face-to-face multi-touchpoint contact strategies
• Provide virtual culinary consultation to targeted operators
• Engage local chain account and operator customers
• Implement key account management, CBP, Win & Retain funnel, and contact matrix approaches
• Convert business insights and market trends into activation and solution selling
• Identify customer needs and lead customers to appropriate solutions
• Network with key customer stakeholders and decision makers
• Prepare customer visits and manage workflow and market funnel in Salesforce
• Conduct face-to-face and virtual sampling, ideation, and cooking demonstrations
• Use culinary knowledge and selling stories to secure opportunities and increase product usage
• Follow up on opportunities through sale close
• Secure and coordinate monthly customer orders
• Meet distributors and trade partners to expand assortment, align priorities, and source leads
• Build and nurture relationships with distributor sales representatives
• Implement contact matrices and squad-based trade customer management
• Engage trade customers to gain alignment for secondary sales data
• Implement seasonal and event-related promotions
• Submit and settle claims promptly

• Lead the development and delivery of Unilever’s strategy and operational plan
• Lead a cross-functional team
• Deliver volume, share, and profit targets across a $1B portfolio
• Use joint business planning to build and develop strategic customer partnerships
• Work with Marketing and Customer Strategy and Planning teams to develop a market-share-driving portfolio for Walmart
• Use shopper insights and trends to identify growth opportunities as the path to purchase evolves
• Build and expand customer relationships vertically and horizontally
• Manage the P&L and invest strategically to drive top- and bottom-line growth while maximizing ROI
• Lead, develop, and champion an extended cross-functional team
• Deliver Unilever’s Sustainable Living Plan through customers by selling with purpose
• Set and deliver business targets with Customer Strategy and Planning and Brand leaders in a matrix organization
• Develop and implement common processes for customers
• Attract, motivate, develop, and retain cross-functional talent
• Navigate senior customer leadership and negotiate effectively to reach resolution
• Manage complex, multi-layered customer interactions
• Develop strategic relationships with key customer leaders
• Develop a winning team for current and future performance

Head of Sales, Strategic Grocery

• Lead the development and delivery of Unilever’s strategy and operational plan
• Lead a cross-functional team
• Deliver volume, share, and profit targets across a $1B portfolio
• Utilize joint business planning to build and develop strategic customer partnerships
• Work with Marketing and Customer Strategy and Planning teams to develop and deliver a market-share-driving destination portfolio for Walmart
• Use Shopper Insights and trends to identify and leverage growth opportunities as the path to purchase evolves
• Build and expand customer relationships vertically and horizontally
• Manage the P&L and invest to generate top- and bottom-line growth while maximizing ROI
• Lead, develop, and champion the extended cross-functional team
• Deliver Unilever’s Sustainable Living Plan through customers by selling with purpose
• Develop and deliver joint business planning activities with customers
• Work with Customer Strategy and Planning and Brand leaders to set and deliver business targets
• Develop and fully implement common processes for customers
• Attract, motivate, develop, and retain cross-functional talent
• Navigate senior customer leadership and negotiate effectively to reach resolution
• Manage complex, multi-layered sales structures and develop strategic relationships with key customer leaders
• Develop a winning team for current and future performance

Ejecutivo de Cuenta – Canal Mayorista

Ejecutivo de Distribución

Area Sales Manager – południowo-wschodnia Polska

Territory Sales Officer

Territory Sales Officer

Store Operations – Reseller Supermarkets

Territory Sales Officer

Territory Development Manager

Customer Development Executive

Territory Development Manager

Head of Sales, Strategic Grocery

Head of Sales, Core Grocery – Club