Head of Sales, Foods Mass Channel - Walmart and Target

ABOUT UNILEVER

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JOB PURPOSE

The Head of Sales, Foods Mass Channel - Walmart & Target is responsible for leading the development and execution of the Foods Mass Channel strategy across two of Unilever Foods' most strategically important customers, Walmart and Target. The role leads a cross-functional team responsible for delivering volume, share, profit, and customer relationship objectives across an approximately $800M Foods portfolio, including category-leading brands such as Knorr and Hellmann's.

Reporting to the SVP, Foods Sales, U.S., this leader will own the total customer agenda across Walmart and Target, building long-term strategic partnerships, accelerating omnichannel growth, shaping category leadership, and driving customer-centric commercial excellence across the Foods business.

This role requires a highly strategic commercial leader capable of balancing customer priorities, enterprise objectives, and P&L delivery while leading through complexity in one of the most visible and influential customer environments in the industry

WHAT WILL YOUR MAIN RESPONSIBILITIES BE

As the Foods Sales organization prepares for 2027 and beyond, the Head of Sales, Foods Mass Channel - Walmart & Target will:

• Own delivery of volume, profit, market share, and customer objectives across the Walmart and Target Foods businesses.
• Lead customer strategy and Joint Business Planning (JBP) to create sustainable mutual growth and strengthen long-term partnerships.
• Partner closely with Customer Strategy & Planning (CSP), Marketing, Category Management, Revenue Growth Management, Finance, and Supply Chain teams to develop and execute customer growth strategies.
• Drive omnichannel growth by integrating in-store, digital commerce, retail media, and shopper marketing initiatives into customer plans.
• Leverage consumer, shopper, customer, and category insights to identify new growth opportunities and improve category performance.
• Lead customer investment decisions and optimize trade investment, pricing, promotion, assortment, and distribution strategies to maximize profitable growth.
• Build and maintain executive-level relationships across Walmart and Target while influencing key internal enterprise stakeholders.
• Develop and champion a high-performing team culture focused on accountability, collaboration, capability building, and succession planning.
• Lead organizational alignment behind strategic priorities while effectively navigating a highly matrixed environment.
• Advance sustainable and responsible growth initiatives through customer partnerships and category leadership.

You’re a born leader: You understand how to balance growth, profit, customer investment, market share, and long-term customer strategy. You possess deep knowledge of the commercial levers that drive customer and company performance, including pricing, promotion, assortment, omnichannel, and supply chain execution.

You’re a strategy guru: You build enterprise-level customer partnerships and leverage Joint Business Planning to create value for both customers and the business. You influence decision-making at senior customer levels and consistently elevate relationships beyond transactional selling.

You’re a talent builder: You are passionate about developing future leaders, building strong benches, and creating high-performing teams that consistently deliver results

You're a mass channel expert: You bring a deep understanding of Walmart and/or Target, including how mass retailers operate, the evolving retail landscape, omnichannel ecosystems, and the role of category leadership in driving growth

You're an enterprise leader: You influence cross-functional teams and shape business decisions beyond your direct span of control. You create alignment across diverse stakeholders and effectively lead through complexity and competing priorities.

You’re a paradox navigator: You influence cross-functional teams and shape business decisions beyond your direct span of control. You create alignment across diverse stakeholders and effectively lead through complexity and competing priorities.

You’re a culture & change champion: Develop a winning team for current and future performance

WHAT YOU WILL NEED TO SUCCEED

Experiences & Qualifications

• Bachelor's degree required.
• Minimum 15 years of progressive sales leadership experience within consumer packaged goods or related industries.
• Demonstrated leadership of large-scale customer businesses, preferably including Walmart and/or Target.
• Proven success managing complex customer portfolios with responsibility for delivering volume, profit, market share, and customer relationship objectives.
• Experience leading customer P&L discussions and influencing commercial levers including pricing, promotion, assortment, distribution, and omnichannel strategy.
• Strong track record of developing and executing Joint Business Plans and strategic customer growth agendas.
• Demonstrated ability to influence enterprise-level decisions and drive cross-functional alignment in highly matrixed organizations.
• Experience leading, developing, and coaching high-performing teams.
• Strong analytical capabilities with proven ability to translate insights into customer growth strategies and execution plans.
• Food industry experience preferred, though leaders from adjacent CPG categories with significant Walmart and/or Target experience will also be considered.
• Experience influencing senior customer stakeholders, including executive-level customer engagement and negotiations.
• Experience working across omnichannel and digital commerce environments.

ROLE SCOPE

• Approximate portfolio responsibility: $800M Foods business
• Customers: Walmart and Target
• Categories: Cooking Aids & Mini Meals (Knorr) and Condiments (Hellmann's)
• Direct reports: 3
• Total team: Approximately 5 associates
• Reports to: SVP, Foods Sales, U.S

Pay: The pay range for this position is $221,100 to $386,925. Unilever takes into consideration a wide range of factors that are utilized in making compensation decisions including, but not limited to, skill sets, experience and training, licensure and certifications, qualifications and education, and other business and organizational needs.

Bonus: This position is bonus eligible.

Long-Term Incentive (LTI): This position is LTI eligible.

Benefits: Unilever employees are eligible to participate in our benefits plan. Should the employee choose to participate, they can choose from a range of benefits to include, but is not limited to, health insurance (including prescription drug, dental, and vision coverage), retirement savings benefits, life insurance and disability benefits, parental leave, sick leave, paid vacation and holidays, as well as access to numerous voluntary benefits. Any coverages for health insurance and retirement benefits will be in accordance with the terms and conditions of the applicable plans and associated governing plan documents

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