Head of Commercial Strategy & Channel DevelopmentUnilever • Malaysia, Malaysia
Head of Commercial Strategy & Channel Development
Unilever • Malaysia, Malaysia
1 day ago
Job descriptionJOB PURPOSE : The Commercial Strategic & Channel Development Head is the strategic engine for the category, driving both current performance and future expansion by linking brand strategy with commercial execution. You will be the expert on your category's holistic market opportunity including market dynamics, competitive landscape, and price & promotional effectiveness and identification and sizing of untapped white space and new commercial channels (e.g., HoReCa, Corporate, Leisure).This role involves leading the integrated business planning cycle, shaping demand forecasts, developing winning go-to-market strategies for both established segment and newly developed channels and managing the trade investment budget to deliver on both top-line sales and bottom-line profitability. You will work in a highly cross-functional environment, collaborating closely with Brand, Finance, Supply Chain, and Customer Development teams to ensure flawless planning and execution. By championing a high-performance culture, you will develop a team of strategic thinkers and commercial experts to secure our long-term success. KEY RESPONSIBILITIES : Strategic Planning & Commercial Leadership Lead the annual Integrated Business Planning (IBP) process by conducting comprehensive 6P analyses (incorporating channel-specific dynamics) to identify key category insights and opportunities across all channels. Develop the annual Category Development plan, translating brand objectives into a clear commercial strategy and execution roadmap for core channels and emerging channels. Spearhead the development of Joint Business Plans (JBPs) with key retail partners and establish Strategic Partnership Frameworks for priority new channel accounts to drive mutual growth. Prepare and deliver compelling presentations for key business processes, including quarterly cascades to the Customer Development (Sales) team and strategic alignment meetings with leadership, detailing channel investment priorities and white space progress. White Space & New Channel Development Identify, size and prioritize white space opportunities and developing compelling business cases for market entry Design the Go-to-Market strategy for new channels, defining the service models, pricing structures and product portfolio Manage the end-to-end process for new channel pilot testing and phased scaling, establishing commercial objectives and success metrics. Demand Forecasting & Financial Management Drive the demand planning process by developing forward forecasts based on primary / secondary sales data and Nielsen market trends for both established and new channels. Provide robust analysis and justification for promotional uplifts, ensuring accurate baseline forecasting in partnership with the Demand Planning team. Lead the development of Business Cases (BCs) for all trade activities, providing critical inputs on incremental sales (iGSV) and trade spend (iTTS) based on price elasticity and ROI analysis. Manage the category's Trade Term Spend (TTS) budget, allocating investment across core retail and strategic new channel development to ensure expenditure is aligned with the strategy and delivering maximum return on investment. Go-to-Market & New Product Launch Excellence SKILLS : Data Analysis : Strong analytical skills with a proven ability to interpret market data, internal sales data (primary / secondary), and shopper insights to make informed recommendations. Financial Acumen : Solid commercial understanding with experience in budget management (specifically trade spend / TTS), business case development, pricing analysis, and understanding a product's P&L Demand Forecasting : Proficiency in the fundamentals of sales forecasting and demand planning, including understanding base sales and promotional uplifts. Advanced Excel : Essential proficiency in Microsoft Excel, including pivot tables, v-lookups, charting, and building complex formulas for data analysis Presentation Skills : Strong ability to use Microsoft PowerPoint to synthesize complex information into clear, persuasive, and professional presentations for various audiences. Core Competencies Strategic Thinking : The ability to see the bigger picture, connect disparate data points, and translate insights into actionable, long-term category and channel strategies. Stakeholder Management & Influence : Excellent cross-functional collaboration skills. A proven ability to work with and influence diverse teams, including Brand, Sales, Finance, and Supply Chain, to achieve common goals. Communication : Superior verbal and written communication skills. Must be able to articulate complex ideas clearly, justify recommendations logically, and present confidently to both internal leadership and external retail partners. Project Management : Strong organizational skills with the ability to manage multiple projects simultaneously—from new product launches to promotional campaigns—while adhering to strict timelines. Problem-Solving : A proactive and results-oriented mindset with the ability to identify potential issues, analyze root causes, and develop effective solutions independently. EXPERIENCES & QUALIFICATIONS : Bachelor’s Degree in Business, Marketing, Finance, or related field A minimum of 8-10 years of relevant experience in the FMCG (Fast-Moving Consumer Goods) industry is essential. Proven experience in Trade Marketing / Category Management / Customer / Channel Development / Sales or Key Account Management / Brand Management with strong commercial exposureA company that celebrates joy, innovation, and purpose—We create extraordinary careers, just like our ice cream creates extraordinary moments. As publicly announced, Unilever will separate its Ice Cream business which is expected by the end of 2025. This role will transfer to the new Ice Cream company. Your application will be reviewed against our requirements, and we will be in touch shortly after the closing date to provide you with an update on the status of your application.
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Head Of Commercial • Malaysia, Malaysia
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