Ice Cream Out Of Home Channel Manager

JOB TITLE: Ice Cream Out Of Home Channel Manager

LOCATION: Citywest Office Dublin

ABOUT ICE CREAM: Life Tastes Better with Ice Cream

Unilever Ice Cream is the largest global Ice Cream Company in the world, with over 100 years of experience delivering a diverse range of indulgent, yet responsible, craft food experiences and treats delighting consumers. Committed to innovation, quality, and sustainability, we have 35 brands, including 3 one billion Euro brands (Magnum, Wall’s, Ben & Jerry’s), a strong presence in over 60 countries, generating annual revenue of over $8 billion. The Ice Cream business is operating in a highly attractive category, as we are part of the 1 trillion snacking and refreshment industry, growing consistently at a high pace. We have strong brand equities: 5 of the top 10 selling brands including Wall’s, Magnum, Ben & Jerry’s. We are investing to unlock the full growth potential of Ice Cream as a standalone entity, once we separate from Unilever, which is planned to happen by November 2025.

JOB PURPOSE:

The IC OOH CSP Channel Manager is responsible for developing our Ice Cream business across all available channels, including but not limited to Mult’s, Convenience, On-Line Platforms, Leisure, Cinema, Fast Food, HoReCa, etc.

The ambition is twofold: firstly, to grow the number of points of sale (outlets) selling Ice Cream, and secondly, to expand Ice Cream selling opportunities in existing customers & channels. Growing the customer base is primarily linked to our Out of Home business strategy, while expanding selling opportunities in existing customers will cover both In Home and Out of Home channels.

Working across the Ice Cream team members, the role will be highly strategic and collaborative.

Supported by an OOH key account manager and Operations manager (2 direct reports), the role will involve building and implementing the in-year strategic plan, whilst developing a rolling business development and channel development plan.

Financial business case preparation and analysis are a fundamental element of this role with a primary responsibility of improving Turnover, Gross Margin & Trading Margin within all Channels. Contract negotiation and development and tender preparation and submission are also required.

Key focus areas for this role are:

- Love what you do: As CSP, you will be passionate about all aspects of leading your portfolio & Customers to deliver competitive growth.
- Love your customer: You will lead the Customer/Unilever relationship within Total Ice Cream – driving growth via strategic alignment and negotiation.
- Do what you say: Deliver month on month, drive the JBP, executing the agreed plan setting up a strong ambition and agreement.
- Own it: Leverage our full team to deliver new and exciting innovation and activation, differentiate across the big 3 customers to unlock growth.
- Be Different: The need for extensive commercial rigor in the assessment and implementation of our Growth Strategy. Ability to identify opportunities to optimise our business, develop a plan and deliver results.

RESPONSIBILITIES

- Identifying, developing and acquiring new business opportunities and making ready for implementation through (a) Customer Account Managers, (b) Business Developers, (c) Concessionaires, (d) Retail Operations, and/or him or herself.
- Financial business case preparation with the view to optimising ROI and growing Gross Margin and Trading Margin within the Channels. There are a number of possible scenarios, but commercial prudence and decision-making are vital.
- Developing both a strategic and annual plan on new Business development, clarifying targets and ensuring prioritisation of resources to realise those targets.
- Lead the Relationship & manage our JBP’s with key Experience & online Customers. Work with local and international stakeholders to develop plans, identify new sales opportunities for the IC portfolio, and provide ongoing support to the field-based teams.
- Implementing our digital programmes to improve our Customer Recruitment strategy specifically through red printing & Golden Eye Ice Cream initiatives.
- Development and re-negotiation of contracts, legal and otherwise, in relation to franchises and new business and tender preparation.
- Work closely with the OOH teams IRL & UK, the Retail Operations Team, and the Business Development Team, set targets, Personal Development Plans and develop teams to achieve their goals.
- Formulation of Joint Business Plans in conjunction with the Customer Account Managers and Shopper Marketing team.
- Make business cases to secure budget against agreed or planned activations or sales-driving activities.
- Research prospective business clients and manage the pipeline of potential sales clients. Researching and understanding the opportunities and clients within the various channels.
- Achieve sales and revenue targets and report sales figures. The Channel Development Manager will be responsible for ensuring that all sales are reported on a regular basis to the IC Director and the wider team.
- Focus on and meet pre-defined KPI’s – revenue targets. Annual revenue targets will be set from the outset.
- Liaise with the European Brand Development Teams and UK channel teams and ensure that Ireland is accessing any new suitable concepts for the Irish Market.
- Preparation of business proposals and presentations to win new business is an essential element of this role. The ideal candidate will have good experience in proposal writing, document preparation, and presenting to clients.

ALL ABOUT YOU

We are looking for a future thinker, who has a passion for not only all things ice cream but for brilliant in-market execution and delivering high performance. The successful candidate will have strong negotiation skills, customer development experience, JBP tailoring skills for the correct channel and customer, people management with +2 or more direct reports, commercial acumen, attention to detail, and a good ability to build cross-functional relationships within the wider business. We are looking for someone who can work autonomously, develop strategy, and can influence both our customers and internal senior stakeholders. You embody a Passion for High Performance and possess the resilience and grit to navigate the ups and downs of the season and of organisational transformation. You can influence across the organization (both in terms of hierarchy and cross-functionals) using your knowledge, insights, and critical thinking to find growth solutions for Unilever and our Customers.

Relevant years in FMCG; roles with Customer facing, Customer Leadership and Customer Category Development are a strong preference. Prior experience in NRM, CD Finance or Brand Development is also an advantage.

Strong Category Management understanding including principles of Price Elasticity / Demand Spaces / Shopper/Retailer Insights would be an asset to this role.

Team leadership is a required experience for this role.

Project management and budget management are essential experiences for this role.

KEY SKILLS & KNOWLEDGE

- Proven track record of retailer negotiation as well as development of strategic partnership and achievement of joint goals.
- NRM excellence; Customer & Channel P&L understanding, Digital Business Commerce P&L, Category Management; Category Growth Management; Data-Driven Mindset Standards of Leadership.
- Strategic thinking; Stakeholder Management; Lateral Influence without Authority; Process Thinking (Discipline); Ability to join the dots and show the big picture.
- Proven track record of Retailer negotiation as well as development of Strategic Partnership and achievement of joint goals.
- Proven record of target achievement and driving outperformance not only as an individual but through a team and ideally through a cross-functional network which does not directly report to you.
- Strong influencing skills both internally and externally, leveraging different communication styles.
- Initiative/drive project management. Possess excellent computer skills (Microsoft Office) and understanding of sales, POS and Shopper data software programs.
- Strong organizational and communication skills with the ability to multi-task & prioritize.
- Problem Solving, Critical thinking, and solid judgment & decision-making ability.
- Excellent communicator both verbally and in writing.

What we offer

Whilst the role is advertised on a full-time basis, we would be happy to discuss possible flexible working options and what this may look like for you. We strive to achieve a family-friendly and inclusive workplace and to, above all, create possibilities for all.

Diversity at Unilever is about inclusion, embracing differences, creating possibilities and growing together for better business performance. We embrace diversity in our workforce. This means giving full and fair consideration to all applicants and continuing development of all employees regardless of age, disability, gender reassignment, race, religion or belief, sex, sexual orientation, marriage and civil partnership, and pregnancy and maternity. We are also more than happy to provide reasonable adjustments during our application and interview process to enable you to present your best self. To find out more, including about our Employee Resource Groups, please click here Equity, Diversity & Inclusion (unilever.com).

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