Market Development Manager



Responsible for the competitive and sustainable growth and profitability of Unilever business for the markets in Tanzania, Rwanda, and East Africa emerging markets (white spaces).
Develop these markets with Unilever brands through establishment and management of relevant Route to Market (RtM) distributors and implementation of Market Development strategies through these distributors.
Responsible for planning and implementation of the framework for the RtM partners
Distribution contracts
Develop a Route to Market strategy, in partnership with the in-country Distributor, that will maximise current and future opportunities in the markets.
Trading Terms alignment


Manage and deliver on the P&L
Category Plans and development
Lead brilliant in-store execution through appointed distributors
Build and develop key talent within team
Developing Route to Market strategy and channel strategy
TTS Management
Pricing Input into:S&OP
Shopper Marketing plan

Brands/platforms managed

Implement marketing strategy to optimise the performance of brands within categories in the agreed priority channels.
To develop an understanding of the current and future customer, and market trends and feed them into the marketing organisation.
Input into monthly and quarterly Category planning with respect to assortment, shelf-layout, promotional strategy and price positions.
Support development and execution of channel specific brand standards through customer business planning.
To work closely with the Brand protection leader for the Region to ensure an adequate anti-counterfeiting plan is in place.
Ensure KPI’s for product availability and visibility are met.

Key Interfaces


CCBT; Finance; Supply Chain (Order to Cash); Shopper Marketing; CCD


Unilever appointed distributors (directors, sales management, field team)
MT and GT customers (directors and buyers)
Illicit trade agencies


Bachelors’ Degree
5 years’ experience in Customer and Distributor Management within the FMCG industry
Understanding of in-store activity, pricing strategies and management of category specific profit and loss

Functional Skills:

Develop Route to Market Strategy
Drive the Building of the
Customer Business Plans
Optimize TTS Investments
Apply Shopper Marketing Plans
Apply Integrated Brand Building plans
Develop Distributor GtM Expertise
Drive Retail Execution

Other skills:

Master Sales Fundamentals
Develop Business Acumen
Master Negotiations
Manage Customer Relationships
Develop Sales Infrastructure and Organization
Manage Third Parties


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About Unilever

On any day, 2 billion people use Unilever products to look good, feel good and get more out of life - giving us a unique opportunity to build a brighter future. Great products from our range of more than 400 brands give us a unique place in the lives of people all over the world. When consumers reach for nutritionally balanced foods or indulgent ice creams, affordable soaps that combat disease, luxurious shampoos or everyday household care products, there’s a good chance the brand they pick is one of ours. Seven out of every ten households around the world contain at least one Unilever product, and our range of world-leading, household-name brands includes Lipton, Knorr, Dove, Axe, Hellmann’s and Omo. Trusted local brands designed to meet the specific needs of consumers in their home market include Blue Band, Pureit and Suave. Whatever the brand, wherever it is bought, we’re working to ensure that it plays a part in helping fulfil our purpose as a business - making sustainable living commonplace.