Key Account Manager at Unilever

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.