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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