Foods DT & RTM Lead

Earlier this year, Unilever announced an agreement to combine its Foods business with McCormick & Company, creating a scaled global flavour powerhouse. The proposed combination would bring together iconic Foods brands, including Hellmann’s and Knorr, with McCormick’s portfolio to create a global leader across spices, seasonings, condiments and complementary food categories, supported by strong retail and foodservice platforms. McCormick brings more than 135 years of heritage, a presence in 150+ countries and territories, and a portfolio of trusted brands. The transaction remains subject to regulatory approvals and other customary closing conditions, with completion estimated for mid-2027. 

JOB PURPOSE 

Lead nationwide Foods Distributor Trade business, from route-to-market strategy to execution, driving delivery of Primary Sales, Secondary Sales, coverage and distribution across all regions. Ensure execution excellence and business performance through the salesforce and distributor partners, delivering Foods priorities consistently and driving sustainable growth. 

KEY RESPONSIBILITIES  

• Own route-to-market strategy and effectiveness: Define and continuously strengthen Foods DT route-to-market model, including coverage, distribution and service design, and determine the sizing, structure and deployment of the field force required to serve Foods effectively and efficiently across regions. 

• Build the national Foods DT plan: Translate Foods business and channel priorities into a national DT delivery plan and cascade it into clear regional objectives and actions. 

• Own sales delivery: Drive Primary Sales and Secondary Sales across all regions, run a disciplined performance rhythm to review results, identify performance gaps, and ensure timely recovery actions. 

• Lead joint business planning with distributor partners: Align targets, priorities, execution commitments and performance expectations to drive secondary sales, coverage and execution. 

• Drive national Foods DT performance: Take accountability for delivering Foods priorities across regions, partnering with the DT organization and cross-functional teams to drive portfolio, pricing, promotion, distribution and execution excellence. Maintain disciplined performance management and consistent execution standards to deliver sustainable sales and market share growth. 

• Prioritize where to win: Direct focus, resources and trade investment towards the highest-impact opportunities, while identifying and capturing new sources of growth. 

• Lead through change: Play a leading role in driving Foods DT agenda through a period of transition, helping shape and embed effective ways of working across teams and partners. Make decisions under ambiguity and sustain strong business performance as the operating model continues to evolve. 

• Build a high-performance field culture: Establish strong execution standards and field discipline across the DT organization, and build a capable, high-performing field sales force with strong ownership and a winning mindset to continuously raise the quality of execution. 

EXPERIENCE & SKILLS  

• Substantial Customer Development or commercial leadership experience in FMCG or a comparable consumer business, including ownership of complex business priorities and performance delivery. 

• Strong analytical capability, with the ability to translate customer, channel and performance data into clear priorities and actions. 

• Strong leadership, stakeholder management and communication skills, with the ability to mobilize teams and partners behind business priorities and drive delivery across complex environments. 

• Sound planning, performance management and execution discipline, including prioritization, risk identification and timely course correction. 

• Solid understanding of route-to-market design and DT operations, including coverage, distribution, field force deployment and the commercial levers (portfolio, pricing, promotion, execution) that drive sustainable sales and market share growth. 

• Ability to lead through change, make timely decisions under ambiguity, and translate evolving priorities into effective action while maintaining strong business performance. 

MINDSET & BEHAVIOURS  

• Act with integrity and sound judgment, taking ownership of decisions and outcomes. 

• Deliver performance with care, setting high standards while supporting others to succeed. 

• Prioritize what matters most, simplify complexity and focus resources on the actions that create the greatest business impact. 

• Think strategically, convert priorities into action and remain adaptable through change. 

WHAT SUCCESS WILL LOOK LIKE  

• Foods business targets are consistently delivered across DT, with strong Primary Sales, Secondary Sales and market share performance. 

• Coverage, portfolio distribution and execution standards are strong and consistent across regions, with an effective route-to-market and field force model driving sustainable growth and competitive advantage. 

• Commercial resources and trade investment are focused on the highest-impact opportunities, maximizing business performance and returns. 

• The DT organization operates with strong discipline, clear priorities, and effective ways of working, enabling consistent execution and long-term growth. 

Unilever is an organisation committed to equity, inclusion and diversity to drive our business results and create a better future, every day, for our diverse employees, global consumers, partners, and communities. We believe a diverse workforce allows us to match our growth ambitions and drive inclusion across the business. At Unilever we are interested in every individual bringing their ‘Whole Self’ to work and this includes you! Thus if you require any support or access requirements, we encourage you to advise us at the time of your application so that we can support you through your recruitment journey.