Role: Head of Arabia & India and Global Travel, Unilever Partnerships
Location : Mumbai HO
Unilever Partnerships forges industry-changing, multi-faceted global partnerships with leaders in Hospitality, Travel, Industrial and Healthcare sectors, incorporating solutions under Unilever’s well-loved brands.
It is a Business Unit within a wider organization called Unilever International whose purpose is to serve demand white spaces that local Unilever companies / traditional Unilever retail business is unable to address, given the unique characteristics of these demand cells.
The business is headquartered in Singapore, with operations and presence across the globe with existing distribution in more than 170 countries. The business marries the Scale of Unilever with the Agility and Entrepreneurship of a team that drives business with a Founder’s mindset.
This position entails P&L Ownership and End-to-End management of two businesses:
Arabia & India Global Travel vertical
This dual responsibility role reports into Global Head of Unilever Partnerships.
Responsibilities:
Arabia & India:
Detailing the channel landscape in Arabia and India markets, and appointing key channel partners for hospitality and travel verticals.
Defining optimal servicing model for each target operator type.
Develop Distributor Sales Rep (DSR) incentive program with channel partners to scale penetration of Dove B2B range across relevant channels in USA.
Ensure flawless fulfillment of stocks to acquired National Accounts via operational cadence with Distribution partners.
Manage ‘off-the-shelf portfolio’ Dove range for Distribution across Channels via Distribution Partners to service small & independent operators
Own the national accounts funnel E2E, acquire and manage national key accounts in each vertical
Working closely with SC & R&D on cost-saving opportunities to improve Mix profitability
Liaise with respective Channel Marketing leads to ensure Unilever Partnerships participation in key industry events relevant to our verticals.
Data-driven business development: developing joint business plans with key accounts using secondary sales, channels coverage and inventory status reports.
Global Travel Vertical:
E2E ownership and gatekeeping of global travel accounts (Airlines, Cruises, Travel Retail) funnel.
Aggressively network with travel industry decision-makers: global and regional CPO’s and Guest Experience teams, actively nurturing these relationships.
Outside-In: Match buyers’ portfolio and commercial needs with relevant Unilever brands and product categories, and lead a cross-functional Design team to commercialize bespoke solutions.
Develop multi-modal partnership framework with international airline accounts that creates a long-term strategic relationship.
Liaise with Channel Marketing lead to exhibit in key industry events and participation in major international and national Airline and Travel Retail events.
Co-lead Travel portfolio development with Channel Marketing lead, ensuring key insights, trends and commercial angles are captured.
Actively glean and share learnings and best practices across markets, to raise collective knowledge of the team in setting up and managing a ‘right by design’ RTM for Travel accounts.
Develop strong joint business plans with key accounts, with strong cross-functional teams connect – cementing Unilever as a strategic top-of-mind vendor partner among Account’s category teams.
Requirements:
At least 5 years of Business Development experience in B2B selling to Hospitality / Travel channels in Arabia & India markets in non-food categories such as beauty / personal care / hygiene.
Desired Skills:
“Can Do” attitude and result-orientation
Strong Key Accounts Management
Effective communicator with good financial acumen
Strong negotiation skills with proven ability to create win-win partnerships
Self-starter with a growth mind-set
Sound business judgement
Calm and Composed personality to deal with a high-stress KA’s environment
Ability to lead a cross-functional team towards clearly defined business goals