Associate Director, Amazon Personal Care Customer Business Development

ABOUT UNILEVER

With 3.4 billion people in over 190 countries using our products every day, Unilever is a business that makes a real impact on the world. Work on brands that are loved and improve the lives of our consumers and the communities around us. We are driven by our purpose: to make sustainable living commonplace, and it is our belief that doing business the right way drives superior performance. At the heart of what we do is our people – we believe that when our people work with purpose, we will create a better business and a better world. 

JOB PURPOSE

The Associate Director, Amazon PC Customer Business Development (CBD) is responsible for leading the strategic and commercial relationship with Amazon for Unilever’s 1P Personal Care portfolio including brands such as Dove, Dove Men, Degree, Shea Moisture, Axe and Olly Body Wash.

This role owns the development and execution of joint business plans, leading in-year Sales and Profit delivery while also leading Long Range Planning to meet future ambitions.

Internally, the Associate Director partners closely with Brand, Retail Media, Insights and Supply Chain teams, among others, to drive strong in‑year execution.

This role serves as the primary liaison with the Amazon Mass Beauty Vendor Manager, including responsibility for leading Annual Vendor Negotiations (AVN), finding joint value creation opportunities in trade investments, terms and initiatives.

WHAT YOUR MAIN RESPONSIBILITIES WILL BE

Customer Leadership & Strategy

• Serve as the primary strategic and commercial liaison with the Amazon Mass Beauty Vendor Manager.
• Lead the development and execution of Amazon 1P Personal Care Joint Business Plans.
• Own overall Amazon PC performance, including revenue, profitability, and investment delivery.

Annual Vendor Negotiation (AVN)

• Lead Amazon Annual Vendor Negotiations (AVN) for the entire 1P PC and Beauty portfolio.
• Own Trade Investment strategy, negotiation, and deployment.
• Partner with Business Unit, Finance and Legal to ensure compliant, value‑creating commercial agreements.

People Leadership

• Directly manage and develop one Customer Business Manager supporting Amazon Deodorants.
• Provide talent development and coaching, to deliver results through teams and build capability.

Cross‑Functional Collaboration

• Partner with Digital Media, Brand Marketing, Channel Strategy, Category/Consumer Insights, Finance and Supply Chain teams to ensure flawless execution.
• Translate Amazon insights and trends into actionable commercial strategies.

Execution & Performance Management

• Lead forecasting, demand planning inputs, and in‑year performance management.
• Use data and analytics to optimize assortment, pricing, promotion, and investment effectiveness.

Key Performance Indicators (KPIs)

• Retail Sales Growth
• Market Share
• Net Sales Growth
• Trade ROI
• Gross Margin (GM)
• Retail Margin (NPPM)

Reporting Relationship

Reports to: Senior Director, Amazon Beauty &Wellbeing and Personal Care
Direct Reports: 1

WHAT YOU WILL NEED TO SUCCEED

Experiences & Qualifications

• Bachelor’s degree required.
• Prior experience managing Amazon or dCommerce customers is required.
• Proven experience leading commercial negotiations, including trade investment and terms.
• Strong financial acumen with experience managing P&L, Net Revenue Management and investment ROI.
• Strong experience managing Price/Pack architecture and Assortment optimization.
• Demonstrated people leadership experience.
• Strong communication, influencing, and stakeholder management skills.

Preferred Qualifications

• MBA preferred.
• Experience working directly with Amazon Vendor Central.
• Experience working with digital commerce analytics platforms (Stackline, Commerce IQ, SmartScout, etc).
• Experience in Personal Care, Beauty, or CPG.
• Experience operating in a matrixed, fast‑paced organization.

Travel

As required based on business needs.  Customer and stakeholder meetings in Seattle, Hoboken and NYC.

Pay: The pay range for this position is $146,200 to $219,400. 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) T