UI Assistant Business Development Manager

📍 Job Overview

Job Title: Assistant Business Development Manager

Company: Unilever

Location: Nairobi, Kenya

Job Type: Full time

Category: Sales Operations / Business Development

Date Posted: 2026-09-16

Experience Level: 5-10 years

Remote Status: On-site

🚀 Role Summary

• Drive sustainable and profitable growth across assigned East African markets by leading distributor performance, commercial planning, and market execution.

• Own turnover, growth, profitability, and market execution targets for an approximately EUR 7M business, leading annual plans and monthly performance reviews.

• Build and execute joint business plans with distributors, strengthen their capabilities, and hold them accountable for commercial outcomes.

• Partner with Supply Chain, Finance, Marketing, and Customer Operations to deliver end-to-end business priorities and resolve execution barriers.

• Ensure distributor operations, commercial investments, and market activities comply with company policies, controls, and regulatory requirements.

📝 Enhancement Note: This role is positioned within Unilever's Customer Development function, focusing on driving business performance through effective distributor management and commercial strategy execution in a complex, multi-country East African region. It requires a blend of strategic planning and hands-on operational execution within the FMCG sector.

📈 Primary Responsibilities

• Business Delivery: Own and achieve turnover, growth, profitability, and market execution targets for the assigned East African business (approximately EUR 7M), including leading annual strategic planning and monthly performance reviews with corrective actions.

• Distributor Leadership: Develop and execute joint business plans with distributors, manage distributor governance, enhance partner capabilities, and ensure accountability for agreed commercial outcomes.

• Commercial Planning: Manage forecasting, demand planning, pricing strategies, portfolio mix optimization, trade investment allocation, and promotional planning in close collaboration with internal cross-functional teams.

• Market Development: Identify and capitalize on growth opportunities across priority geographies, brands, customers, and channels within East Africa, focusing on expanding distribution, coverage, and improving execution quality.

• Operational Excellence: Maintain optimal inventory levels, ensure high service standards, manage working capital efficiently, and enforce order discipline, proactively mitigating supply risks and preventing stock-outs.

• Cross-Functional Leadership: Collaborate effectively with Supply Chain, Finance, Marketing, and Customer Operations teams to achieve overarching business priorities and proactively resolve execution barriers.

• Governance and Compliance: Ensure all distributor operations, commercial investments, and market activities adhere strictly to Unilever's policies, internal controls, and relevant regulatory requirements.

• Scale and Succession Planning: Demonstrate readiness and capability to assume responsibility for additional markets, customers, and P&L segments as the East Africa business expands.

📝 Enhancement Note: The responsibilities highlight a strong emphasis on distributor management as a core lever for growth, alongside comprehensive commercial planning and operational oversight. The requirement to operate across multiple East African countries signifies a need for adaptability and nuanced market understanding.

🎓 Skills & Qualifications

Education:

• Bachelor's degree in Business, Commerce, Marketing, or a closely related discipline.

• A postgraduate qualification (e.g., MBA) is considered an advantage. Experience:

• Approximately 5-8 years of progressive experience within the FMCG commercial sector, with a strong focus on Sales, Customer Development, or Distributor Management.

• Proven track record of successfully delivering sales and business targets, particularly through distributor networks and key customer accounts. Required Skills:

• Distributor Management: Expertise in developing and executing joint business plans, establishing effective governance frameworks, conducting performance reviews, and building distributor capabilities.

• Commercial Delivery: Demonstrated ability to consistently achieve growth, revenue targets, and disciplined execution in sales and market operations.

• Planning and Analytics: Proficiency in forecasting, demand planning, performance analysis, and generating action-oriented reports to drive business decisions.

• Financial Acumen: Solid understanding of P&L statements, gross margin analysis, trade investment principles, Return on Investment (ROI) calculations, and working capital management.

• Route to Market Strategy: Experience in optimizing distribution networks, enhancing channel execution, and improving distributor productivity.

• Stakeholder Leadership: Ability to align diverse stakeholders, including customers and cross-functional teams, around clear objectives and actionable plans.

• Communication Skills: Executive-level written and verbal communication capabilities, including strong negotiation skills and the ability to conduct impactful business reviews.

• Emerging Market Exposure: Prior experience working in East Africa or comparable emerging markets is highly preferred.

• Mindset: High level of ownership, strong learning agility, resilience, and an entrepreneurial growth mindset are essential.

Preferred Skills:

• Postgraduate qualification (MBA or equivalent).

• Experience with specific trade marketing strategies relevant to emerging markets.

• Advanced proficiency in data analysis tools for sales and market performance.

📝 Enhancement Note: The qualification requirements emphasize a blend of formal education and substantial practical experience in FMCG commercial roles, with a distinct preference for emerging market exposure, particularly within East Africa. The skills list is comprehensive, covering strategic planning, execution, financial management, and interpersonal leadership.

📊 Process & Systems Portfolio Requirements

Portfolio Essentials:

• Distributor Business Plans: Examples of successfully developed and executed joint business plans with distributors, showcasing strategic alignment, objective setting, and performance tracking mechanisms.

• Commercial Performance Reviews: Demonstrations of how you have conducted performance reviews, analyzed key metrics (turnover, profitability, market share), and implemented corrective actions to drive business results.

• Forecasting & Demand Planning Models: Case studies or examples illustrating your approach to forecasting and demand planning, highlighting accuracy improvements and their impact on inventory and service levels.

• Trade Investment & ROI Analysis: Documentation of trade investment strategies, promotional planning, and ROI analysis for marketing and sales initiatives, showcasing effective budget allocation and impact measurement.

• Market Execution Dashboards/Reports: Samples of performance dashboards or reports used to track and communicate market execution, coverage, and operational efficiency.

Process Documentation:

• Joint Business Planning Process: Detailed outlines or flowcharts of your methodology for developing and managing joint business plans with distribution partners, including stages for collaboration, objective setting, and review.

• Sales Performance Management Process: Documentation of your systematic approach to managing sales performance, including regular review cadences, KPI tracking, and performance improvement initiatives.

• Inventory & Working Capital Management Process: Clear documentation of the processes you have implemented or managed to ensure healthy inventory levels, optimize working capital, and maintain order discipline.

• Cross-Functional Collaboration Framework: Examples of frameworks or processes you have used to ensure seamless collaboration with Supply Chain, Finance, Marketing, and other relevant functions to drive integrated business outcomes.

📝 Enhancement Note: While not explicitly stated, a role of this nature in a company like Unilever would benefit from a candidate who can demonstrate their process-driven approach through a portfolio. This includes showcasing strategic planning documents, performance analysis frameworks, and examples of cross-functional collaboration, all aimed at driving measurable business outcomes.

💵 Compensation & Benefits

Salary Range:

• Based on industry benchmarks for similar roles in Nairobi, Kenya, with 5-8 years of FMCG commercial experience, the estimated annual salary range is KES 3,500,000 - KES 5,500,000. This range accounts for the complexity of managing multiple markets, distributor leadership, and the responsibilities associated with driving a significant P&L. Benefits:

• Comprehensive Health Insurance: Coverage for medical, dental, and vision for employees and eligible dependents.

• Retirement Savings Plan: Contributions to a pension or provident fund.

• Performance-Based Bonuses: Annual bonus structure tied to individual and company performance objectives.

• Professional Development: Opportunities for training, workshops, and potential sponsorship for further education/certifications.

• Paid Time Off: Generous annual leave, sick leave, and public holiday entitlements.

• Employee Assistance Program (EAP): Confidential counseling and support services.

• Product Discounts: Access to Unilever products at discounted rates.

Working Hours:

• Standard full-time working hours are typically 40 hours per week, Monday to Friday. However, given the nature of business development and market management, flexibility may be required to meet business needs, including occasional travel and extended hours during critical periods or market visits.

📝 Enhancement Note: Salary is estimated based on market research for comparable FMCG commercial roles in Nairobi, Kenya, considering the experience level and regional scope. Benefits are typical for a large multinational corporation like Unilever, focusing on employee well-being, financial security, and professional growth.

🎯 Team & Company Context

🏢 Company Culture

Industry: Fast-Moving Consumer Goods (FMCG). Unilever is a global leader in consumer goods, operating across beauty, personal care, home care, nutrition, and ice cream categories. This industry demands agility, strong brand understanding, and efficient supply chain and distribution networks.

Company Size: Unilever is a large multinational corporation with over 127,000 employees globally, operating in more than 190 countries. This scale offers significant resources, established processes, and extensive career development opportunities.

Founded: Unilever was formed in 1929 through the merger of the Dutch Margarine Unie and the British soap maker Lever Brothers. Its long history signifies stability, deep market understanding, and a robust operational framework.

Team Structure:

• Operations Team: This role sits within the Customer Development function, specifically focusing on East Africa. The direct reporting line is to the UI Business Development Lead, East Africa.

• Reporting Structure: The team structure is likely matrixed, with this role collaborating closely with various internal functions such as Supply Chain, Finance, Marketing, and Customer Operations at both local and regional levels.

• Cross-Functional Collaboration: The role inherently requires extensive cross-functional collaboration to ensure aligned strategies and effective execution across the entire value chain, from product availability to market penetration.

Methodology:

• Data Analysis & Insights: Reliance on robust data analysis to understand market trends, consumer behavior, distributor performance, and financial metrics to inform strategic decisions.

• Strategic Planning & Optimization: Employing structured planning processes (annual, monthly) to set objectives, allocate resources, and continuously optimize commercial strategies and execution plans.

• Automation & Efficiency: Leveraging technology and streamlined processes to enhance distributor efficiency, improve forecasting accuracy, and manage operational complexities across multiple markets.

Company Website: https://www.unilever.com/

📝 Enhancement Note: Unilever's culture is characterized by its global reach, commitment to sustainability, and focus on consumer needs. For operations professionals, this means working within a structured yet dynamic environment that values data-driven decision-making, cross-functional teamwork, and a results-oriented approach, particularly in complex emerging markets.

📈 Career & Growth Analysis

Operations Career Level: This role is at an Assistant Manager to Managerial level within the commercial operations and business development sphere. It represents a significant step up from entry-level sales or assistant roles, requiring independent market management and strategic input. The scope includes managing a substantial P&L and leading distributor relationships across multiple countries.

Reporting Structure: The role reports to the UI Business Development Lead, East Africa. This suggests a clear line of management oversight and mentorship, with opportunities to learn advanced regional strategy and leadership from a more senior individual. It also implies a degree of autonomy in day-to-day operations and decision-making within the defined scope.

Operations Impact: The role has a direct and significant impact on Unilever's revenue and profitability in the East African region. By driving distributor performance, optimizing commercial plans, and expanding market reach, the Assistant Business Development Manager directly contributes to achieving top-line sales targets and bottom-line profitability for a substantial portion of the regional business. Effective execution in this role is critical for market share growth and competitive positioning.

Growth Opportunities:

• Expanded Market/P&L Responsibility: Successful performance in this role can lead to opportunities to manage larger geographical territories, more complex markets, or broader product portfolios within the East African region.

• Leadership Development: Progression to a full Business Development Lead or similar senior commercial leadership roles within Unilever's regional or global structure.

• Cross-Functional Mobility: Opportunities to transition into related functions such as Marketing, Supply Chain Management, or Brand Management, leveraging the broad commercial understanding gained.

• Global Mobility: Unilever's global presence offers potential for international assignments in other regions or markets, broadening experience and exposure.

• Skill Specialization: Deepening expertise in areas like distributor management, trade marketing, or emerging market strategy through hands-on experience and company-sponsored training.

📝 Enhancement Note: This role is a crucial stepping stone for ambitious professionals in FMCG commercial operations. It provides a platform to develop strategic leadership skills, gain extensive experience in emerging markets, and build a strong foundation for future advancement within a global organization. The emphasis on scale and succession indicates a clear career path for high performers.

🌐 Work Environment

Office Type: This is an on-site role, likely based in a Unilever office in Nairobi, Kenya. The office environment would typically be a modern corporate setting designed for collaboration and productivity.

Office Location(s): The primary work location is Nairobi, Kenya, serving as the hub for managing business development activities across East Africa. This may involve regular travel to other East African countries (Kenya, Ethiopia, Djibouti, Uganda, Tanzania, Rwanda, Burundi, Somalia) to meet with distributors and assess market conditions.

Workspace Context:

• Collaborative Environment: The office is expected to foster a collaborative atmosphere, with shared workspaces, meeting rooms, and facilities designed to encourage teamwork and knowledge sharing among colleagues from various departments.

• Operations Tools & Technology: Access to standard corporate IT infrastructure, including laptops, reliable internet, communication tools (e.g., Microsoft Teams, email), and relevant business software for reporting, planning, and data analysis.

• Team Interaction: Opportunities for regular interaction with the UI Business Development Lead, peers within the Customer Development team, and colleagues from functional support departments (Finance, Supply Chain, Marketing) within the Nairobi office and remotely across the region.

Work Schedule: While the standard work week is Monday to Friday, the dynamic nature of managing multiple markets and distributor relationships may necessitate flexibility. This could include occasional extended hours during peak business periods, travel for market visits, and adapting schedules to accommodate time zone differences when collaborating with teams or distributors in different countries.

📝 Enhancement Note: The on-site requirement in Nairobi, coupled with extensive regional travel, indicates a role that balances structured office work with hands-on field engagement. Candidates should be prepared for a demanding but rewarding environment that requires adaptability and a willingness to immerse themselves in diverse market contexts.

📄 Application & Portfolio Review Process

Interview Process:

• Initial Screening: Review of application, resume, and cover letter to assess alignment with core requirements, particularly FMCG experience and distributor management skills.

• First Interview (HR/Recruiter): Focus on behavioral questions, general experience, cultural fit, and understanding of the role's scope. May include an assessment of English communication skills.

• Hiring Manager Interview: In-depth discussion about specific experience in sales, commercial planning, distributor leadership, financial acumen, and emerging market challenges. Expect questions related to P&L management and strategy execution.

• Case Study/Business Challenge: Candidates may be presented with a hypothetical business scenario (e.g., a declining market share for a specific brand, a distributor performance issue) to analyze and propose solutions. This assesses analytical capability, strategic thinking, and problem-solving skills.

• Panel Interview/Final Round: May involve meeting with key stakeholders from cross-functional teams (e.g., Finance Lead, Supply Chain Lead, Marketing Manager) to evaluate collaboration style, stakeholder management capabilities, and overall fit within the broader East Africa team.

• Reference Checks: Verification of employment history and performance with previous employers.

Portfolio Review Tips:

• Quantify Achievements: For each project or responsibility showcased, clearly articulate the results using specific metrics (e.g., "Increased distributor sales by 15% in Q3," "Reduced stock-outs by 10% through improved demand forecasting").

• Showcase Process Thinking: Present examples of your structured approach to planning, analysis, and execution. This could include templates for joint business plans, performance review frameworks, or process flowcharts for key commercial operations.

• Highlight Distributor Collaboration: Provide examples of how you have built strong relationships with distributors, managed performance, and driven collaborative growth initiatives.

• Demonstrate Financial Acumen: Include examples where you've managed P&Ls, analyzed trade investments, or made decisions based on financial data and ROI calculations.

• Tailor to the Role: Emphasize experiences most relevant to managing distributors, driving commercial growth in emerging markets, and cross-functional collaboration within the FMCG sector.

Challenge Preparation:

• Understand FMCG Dynamics: Research current trends, challenges, and opportunities in the East African FMCG market.

• Distributor Management Best Practices: Prepare to discuss strategies for distributor selection, performance management, incentive programs, and capability building.

• P&L Structure & Drivers: Be ready to articulate how you would manage a P&L, identify key drivers of profitability, and implement cost-control measures.

• Unilever's Business: Familiarize yourself with Unilever's brands, market presence in East Africa, and corporate values.

• Case Study Approach: Practice a structured problem-solving methodology (e.g., Situation, Complication, Resolution; MECE framework) for case study challenges.

📝 Enhancement Note: The interview process is designed to assess a broad range of skills, from strategic thinking and financial acumen to interpersonal capabilities and cultural fit. A well-prepared portfolio that demonstrates quantifiable achievements and a process-oriented approach will be critical for success, particularly in the case study and final rounds.

🛠 Tools & Technology Stack

Primary Tools:

• CRM System (e.g., Salesforce, Dynamics 365): For managing customer and distributor data, tracking sales activities, and monitoring pipeline progression. Proficiency in using CRM for reporting and analysis is key.

• ERP System (e.g., SAP): Essential for understanding inventory management, order processing, financial reporting, and supply chain visibility. Familiarity with modules related to sales and distribution is beneficial.

• Business Intelligence (BI) Tools (e.g., Tableau, Power BI): For creating dashboards, analyzing sales performance data, and generating insights to support decision-making.

Analytics & Reporting:

• Spreadsheet Software (Microsoft Excel/Google Sheets): Advanced proficiency is crucial for data manipulation, financial modeling, forecasting, and creating detailed analytical reports.

• Data Analysis Platforms: Experience with tools that facilitate the analysis of large datasets, such as statistical software or advanced Excel functions.

• Presentation Software (Microsoft PowerPoint/Google Slides): For effectively communicating findings, strategies, and performance updates to stakeholders, including senior management and distributors.

CRM & Automation:

• Sales Force Automation (SFA) Tools: Integrated within CRM, these tools help automate sales tasks, manage territories, and track sales activities.

• Demand Planning Software: Specialized tools or modules within ERP/CRM systems used for accurate sales forecasting and inventory optimization.

• Project Management Tools (e.g., Asana, Trello, Monday.com): May be used for managing specific projects, coordinating cross-functional initiatives, or tracking task progress within the team.

📝 Enhancement Note: While specific tools are not listed, a role at Unilever in this capacity would typically require proficiency in enterprise-level systems like SAP for ERP functions and Salesforce for CRM. Advanced Excel skills are non-negotiable, and experience with BI tools for reporting and analysis is highly advantageous for driving data-informed commercial strategies.

👥 Team Culture & Values

Operations Values:

• Care Deeply: A commitment to understanding and meeting consumer needs, prioritizing employee development, and considering the environmental impact of business operations. For this role, it translates to caring about distributor success and the end-consumer experience in the East African markets.

• Focus on What Counts: Ruthless prioritization of key objectives and activities that drive maximum impact. This means focusing on the most critical markets, brands, and distributors that contribute significantly to the EUR 7M business.

• Stay Three Steps Ahead: A proactive and forward-thinking approach, anticipating market trends, consumer needs, and competitive actions. This involves continuous learning, curiosity, and innovative problem-solving to maintain a competitive edge.

• Deliver with Excellence: A dedication to high-paced execution, taking personal ownership, and holding oneself and others accountable for commitments. This value emphasizes reliability, efficiency, and achieving set goals with superior quality.

Collaboration Style:

• Cross-Functional Integration: A strong emphasis on working collaboratively across departments (Supply Chain, Finance, Marketing, Customer Operations) to achieve unified business objectives and resolve complex execution challenges.

• Process Review & Feedback: A culture that encourages open dialogue, constructive feedback, and continuous improvement of processes, particularly in distributor management and market execution.

• Knowledge Sharing: Practices that promote the sharing of best practices, market insights, and lessons learned across the team and region to foster collective growth and efficiency.

📝 Enhancement Note: Unilever's stated behaviors directly translate into expectations for operations professionals. This role requires someone who is not only results-driven but also deeply understands the importance of people, sustainability, and forward-thinking strategy, all while executing with precision and collaborating effectively across a diverse regional landscape.

⚡ Challenges & Growth Opportunities

Challenges:

• Multi-Market Complexity: Managing business development across seven distinct East African countries, each with unique market dynamics, regulatory environments, and consumer behaviors.

• Distributor Performance Variability: Ensuring consistent high performance from diverse distributors with varying levels of capability, resources, and commitment.

• Supply Chain & Logistics: Navigating potential supply chain disruptions, logistical hurdles, and inventory management challenges across a wide geographical area to prevent stock-outs.

• Economic & Political Volatility: Operating in emerging markets that can be subject to economic fluctuations, currency risks, and evolving political landscapes.

• Cross-Cultural Communication: Effectively leading and influencing stakeholders across different cultures and business practices within the region.

Learning & Development Opportunities:

• Advanced Distributor Management: Deepening expertise in sophisticated distributor governance, capability building programs, and performance incentive structures.

• Emerging Market Strategy: Gaining in-depth knowledge of strategic planning, route-to-market optimization, and growth acceleration tactics specific to challenging emerging economies.

• Regional Leadership Skills: Developing strong leadership capabilities in managing diverse teams and complex operations across multiple countries, preparing for broader regional roles.

• Cross-Functional Exposure: Opportunities to gain insights and potentially collaborate on projects with other key functions like Marketing Brand Management, Supply Chain Planning, and Finance for a holistic business view.

• Industry Certifications & Training: Access to Unilever's extensive internal training programs and potential support for external certifications relevant to sales, operations, or business development.

📝 Enhancement Note: The role presents significant challenges due to its multi-country scope and the inherent complexities of emerging markets. However, these challenges are directly linked to substantial growth opportunities, allowing candidates to develop highly sought-after skills in international business management and strategic operations.

💡 Interview Preparation

Strategy Questions:

• "Describe your approach to developing a joint business plan with a key distributor. What are the critical elements you would ensure are included, and how would you track success?" (Focus on process, metrics, and collaborative elements.)

• "How would you diagnose and address declining sales performance for a specific brand in one of the East African markets you manage?" (Prepare to discuss analytical methods, root cause analysis, and strategic interventions.)

• "Imagine you need to expand distribution coverage for a new product in a challenging geography. What steps would you take, and what potential obstacles would you anticipate?" (Showcase strategic planning, risk assessment, and execution foresight.) Company & Culture Questions:

• "Based on your understanding of Unilever and the FMCG industry in East Africa, what do you see as the biggest opportunity for growth in this region?" (Demonstrate research and strategic thinking aligned with company goals.)

• "How do you embody Unilever's 'Care Deeply' and 'Deliver with Excellence' values in your professional work?" (Prepare specific examples that showcase alignment with company behaviors.)

• "Describe a time you had to influence stakeholders without direct authority. How did you build consensus and drive action?" (Highlight collaboration, communication, and leadership skills.) Portfolio Presentation Strategy:

• Structure your narrative: Begin with the challenge or objective, detail your actions and strategy, and conclude with the quantifiable results and key learnings.

• Focus on impact: For each portfolio piece, clearly articulate the business impact (e.g., revenue growth, cost savings, efficiency improvements, market share gains). Use numbers and data wherever possible.

• Showcase problem-solving: Highlight instances where you identified a problem, developed a solution, and implemented it effectively, demonstrating your analytical and execution capabilities.

• Demonstrate process: Explain the systematic approach you took, whether it was in planning, analysis, or execution, to show you are a process-driven professional.

• Be concise and clear: Aim for clarity and brevity, ensuring your key achievements and methodologies are easily understood. Prepare to answer specific questions about your contributions and decision-making.

📝 Enhancement Note: Interview preparation should focus on demonstrating a strong understanding of FMCG commercial operations, particularly in emerging markets, and aligning your experience with Unilever's specific values and business objectives. A well-structured portfolio presentation that quantifies impact and showcases process thinking will be crucial.

📌 Application Steps

To apply for this operations position:

• Submit your application through the provided application link on the Unilever careers portal.

• Customize your Resume: Tailor your resume to highlight your specific experience in FMCG commercial roles, distributor management, P&L oversight, and working in emerging markets. Use keywords from the job description, such as "commercial planning," "market execution," and "distributor leadership."

• Prepare Your Portfolio: Compile examples of successful joint business plans, performance review documentation, market analysis reports, and case studies demonstrating your impact on sales targets and profitability. Quantify achievements with specific data.

• Research Unilever: Familiarize yourself with Unilever's brands in East Africa, their recent performance, and their corporate sustainability initiatives. Understand their stated behaviors and values.

• Practice Interview Questions: Prepare for behavioral questions and scenario-based challenges related to distributor management, commercial strategy, and cross-functional collaboration. Practice articulating your experience and portfolio examples clearly and concisely.

⚠️ Important Notice: This enhanced job description includes AI-generated insights and operations industry-standard assumptions. All details should be verified directly with the hiring organization before making application decisions.