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Unilever Logo Unilever · Sales

National Commercial Development Manager & Route-to-Market Lead

Poland, Warsaw · Job Posted February 14, 2026
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Job Description

This role exists to shape and lead Unilever’s future Route‑to‑Market model in Poland, ensuring our brands reach customers efficiently and with strong execution. You will build the commercial development strategy, redesign RTM models including e‑RTM, and partner with key customers to drive growth. As part of a critical leadership role, you will influence how Unilever shows up in distributive trade, modern trade, and emerging B2B channels.

Job Responsibility

  • Own the sales execution strategy for distributive trade across all categories
  • Lead and develop a team of Key Account Managers for Wholesalers and Supermarket chains, plus the Sales Support Team
  • Design and implement Unilever’s long‑term distribution and RTM strategy
  • Drive ongoing RTM transformation using the sales force, new digital tools, and advanced technologies
  • Build a best-in-class e‑RTM (B2B e‑commerce) model for Unilever
  • Improve reporting, sales tools, and analytics that support daily business decisions
  • Lead top‑to‑top meetings with major national customers to build partnerships and drive long-term growth
  • Work closely with Trade Marketing to strengthen brand recruitment and conversion
  • Manage budgets and ensure strong ROI on all investments

Requirements

  • 8+ years in FMCG sales or channel/customer marketing
  • At least 4+ years leading teams and senior negotiations
  • Strong experience working in Modern Trade (must-have)
  • Proven experience in negotiations with international buying groups (must-have)
  • Strong understanding of Polish wholesale and retail environment and RTM models
  • Demonstrated ability to manage multiple stakeholders and external partners
  • Advanced MS Office skills, especially Excel and presentations
  • Strong analytical ability
  • experience with KPIs, ROI, cost control, and P&L
  • Fluent English (must have)
  • The position is located in Warsaw and requires presence there

Nice to have

  • Experience in RTM transformation or B2B e‑commerce models
  • Experience with analytics platforms or digital tools supporting commercial decisions
  • Ability to work with technology and AI‑supported processes

What we offer

  • Competitive annual bonus
  • Company car
  • Participation in the company share program
  • Private pension plan
  • Private medical care (Medicover)
  • Private life insurance (Unum)
  • Sports and wellness package (Benefit Systems)
  • Two additional vacation days
  • Access to the Unilever employee shop
  • Access to Legimi (e‑book platform)
  • Psychological support via the EAP platform
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