National Field Sales Lead

JOB PURPOSE:

The National Field Sales Lead leads and develops the nationwide field-sales organisation supporting the Home Care and Beauty businesses in France.

This is a significant commercial leadership and transformation role. The successful candidate will ensure continuity and strong business performance while shaping the future of the field-sales organisation. The role is responsible for translating commercial strategy into excellent in-store execution, strengthening organisational capability and accelerating the adoption of data, digital tools and new ways of working.

The National Field Sales Lead will lead a large, geographically dispersed organisation and balance commercial ambition with responsible people leadership, sustainable workload and employee safety.

KEY RESPONSIBILITIES:

Leadership and organisational development

• Lead, coach and develop a nationwide field-sales organisation of approximately 180 employees, including Regional Sales Managers and Account Managers.
• Create an inclusive, collaborative and performance-focused environment in which people can develop and contribute at their best.
• Strengthen leadership capability through coaching, training, succession planning and talent development.
• Lead organisational change responsibly, balancing performance expectations with employee engagement, sustainable workload and safety.
• Navigate complex stakeholder and employee-relations environments with sound judgement and sensitivity.

Commercial strategy and execution

• Define and execute the national field-sales strategy for the Home Care and Beauty businesses, aligned with commercial priorities and business objectives.
• Ensure effective in-store execution across retail channels, improving the availability, visibility, distribution, shelving and promotional performance of Unilever brands.
• Translate national commercial priorities into clear and actionable plans for the field-sales organisation.
• Monitor commercial performance and use relevant indicators, data and insights to identify opportunities and implement corrective actions.
• Optimise the deployment of field-sales resources and trade investments to improve effectiveness and return on investment.

Transformation and operational excellence

• Lead operational excellence and transformation across the field-sales organisation.
• Shape and implement new ways of working that strengthen organisational effectiveness and commercial performance.
• Lead the adoption of digital sales tools and technologies across the field-sales organisation.
• Promote data-informed decision-making and build the organisation's ability to translate insights into practical commercial actions.
• Ensure that transformation initiatives are implemented effectively across a large and geographically dispersed workforce.

Collaboration and stakeholder management

• Build effective partnerships with Marketing, Category Management, Key Account Management and other relevant functions.
• Align stakeholders across functions and organisational levels around common commercial priorities.
• Act as a senior sponsor and key stakeholder for strategic initiatives affecting the Home Care and Beauty businesses.
• Represent the field-sales perspective in business decisions and ensure that commercial strategies can be executed effectively in the French market.

REQUIRED QUALIFICATIONS:

• Significant leadership experience in FMCG sales, customer development or field-sales environments.
• Experience leading large, geographically dispersed field organisations through multiple management layers.
• Demonstrated experience driving commercial performance, operational excellence and organisational transformation.
• Deep understanding of the French retail and trade landscape.
• Fluent French and English.
• Ability and willingness to travel extensively throughout France.

PREFERRED QUALIFICATIONS:

• Experience in National Account Management or other customer-facing commercial leadership roles.
• Experience working in international or matrix organisations.
• Experience leading digitalisation initiatives.
• Strong analytical and data-driven decision-making capabilities.
• Entrepreneurial mindset with the ability to challenge established ways of working constructively.

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