Key Account Manager at Unilever

JOB PURPOSE

• The Key Account Manager is responsible for driving profitable growth by building strong partnerships with key customers. This role focuses on developing and executing joint business plans, optimizing assortment, pricing, and promotions, and ensuring flawless execution of strategies to deliver category growth and market share.
• The Key Account Manager (KAM) is responsible for the negotiation and facilitation of order promotional activity, orders and implements the channel strategy for the assigned customers across SA and executes in alignment to the national agreements with UL. Key outputs are setting customer objectives and agreeing regional/store promotional programs in the customers that they call on, while providing support and direction to Territory Sales Managers/ UFS Field Managers.

WHAT WILL YOUR MAIN RESPONSIBILITIES BE

External Customer Management & Operational Execution:

Customer Relationship Management

• Build and maintain strategic relationships with Customers
• Drive commercial discussions at customers.

Business Planning and Execution:

• Develop and implement business plans with customers
• Drive category growth through, assortment optimization, pricing strategies and promotional planning.
• Implement Customer /Channel strategy.

Sales & Revenue Growth

• Achieve volume, value and profitability targets
• Montior and Analyze sales performance, identifying opportunities and risk.
• Negotiate and facilitate under direction from the Customer Business Development Manager (CBDM) and within the agreed parameters. The KAM owns this process end to end – from pricing, order placement, delivery and all admin that arises from the transaction to ensure perfect execution.
• Work closely with the Unilever Field Sales (UFS) team on a store-to-store basis to manage the instore day to day operational execution to minimise out of stocks, damaged stock & claims, ensure rotation of stock and avoid high stock levels. Ensure Category objectives are met within the agreed time frames.
• Delivery of national category targets and the counterparts/KPI’s, aligned to the business annual target.

Data Analysis and insights

• Untilize market data, shopper insights and category trends to inform strategies to improve customer performance
• Provide actionable recommendations to improve customer performance.

Internal Customer Management:

Cross Functional Collaboration:

• Work closely with Marketing, Supply Chain, Finance, and Category teams to deliver customer-centric solutions.
• The KAM must align and feedback to the Customer Business Devleopment Manager/Lead on turnover assumptions, budgets and consequent S&OP forecasting through a robust Bottom-up Build process.
• The KAM will set the regional customer objectives and own the end-to-end operational execution of those objectives, with the support of the UFS Team.
• The KAM participates actively in the CBDM meetings, looking at the best solution for the business.
• The KAM is responsible to manage the overheads within budgets in terms of the Business tools i.e Company Vehicle, Cell Phone, Business Travel, Leave, etc. (where applicable)

Experiences & Qualifications

• Bachelor's degree in relevant field (business is advantageous)
• Minimum 2 to 3 years Key Account Management / Category experience
• Customer Marketing or Trade Category Management is beneficial
• Management of customer Profit and Loss, specific to category
• Experience in dealing with customer strategy and business planning execution

Skills

• Selling Skills
• Negotiation and influencing Skills
• Commercial Acumen
• Leadership
• Analytical
• Good Communication and relationship building skills abilities
• Collaboration and Teamwork
• Leadership and Decision Making
• Proficiency in MS office

Leadership

• Purpose & Service: works from purpose for the good of others.
• Agility: constantly curious & courageous.
• Business Acumen: generates value in channels & customers.
• Passion for High Performance: inspires the energy needed to win & grow.