NAM - BWPC Spar at Unilever

JOB PURPOSE

• The Modern Trade (MT) National Account Manager (NAM) is responsible for driving sales, maintaining healthy relationships with the customers, ensuring availability, visibility, assortment, and merchandising for all brands, and achieving set targets. S/He will work closely with the Customer Business Lead, MT NAM team, the Customer Sales Planning team, and other key stakeholders to drive strategic growth in the modern trade channel.

WHAT WILL YOUR MAIN RESPONSIBILITIES BE

Account Management:

• Develop and nurture strong relationships with key personnel at national retail accounts.
• Serve as the primary point of contact for assigned accounts, addressing inquiries, issues, and business opportunities.
• Collaborate with customers to understand their business objectives, challenges, and opportunities.

Sales and Revenue Generation:

• Develop and implement sales strategies to achieve revenue and volume targets for assigned accounts.
• Drive sales growth by identifying opportunities for product placement, promotion, and expansion within the Customer.
• Negotiate and manage pricing, price increase, promotions, and campaigns (digital included) to maximize profitability while utilising TPA pre & post-evaluations and category strategies.
• Monitor sales performance, analyse data, and identify areas for improvement.

Strategic Planning:

• Develop and execute joint business plans with key Customers, aligned with the company's overall business objectives.
• Identify growth opportunities within accounts and develop strategies to capitalise on them.
• Stay updated on industry & customer trends, competitor activities & landscape, consumer preferences, and other market dynamics to inform & adjust strategies accordingly.

Cross-Functional Collaboration:

• Collaborate with CSP, shopper marketing, marketing, iOps, supply chain, finance and other internal teams to ensure effective execution of account plans and customer service.
• Provide input on product assortment, new product launches, and marketing initiatives based on customer insights.

Forecasting and Analytics:

• Analyse sales data (Sales In & EPOS), market trends, and consumer behaviour to make informed decisions and recommendations.
• Provide input into sales forecasts, track performance against targets, and identify corrective actions when necessary.
• Work closely with Sales Analysts; Demand Planners; CSP & Finance to close of forecasts.

Trading Terms/Adspend/Promotion Negotiations:

• Prepare, & align with Account Lead on Trading Terms, Adspend, Omni-Channel & Digital Media negotiations.
• Negotiate terms, conditions, and adspend with Customers to maximize profitability & implementing business strategies while maintaining mutually beneficial relationships.
• Manage contractual agreements, amendments, and compliance with terms.

Customer Satisfaction:

• Monitor customer satisfaction and address any concerns promptly.
• Proactively identify opportunities to enhance the customer experience and maintain a competitive edge.

Communication and Reporting:

• Prepare and deliver regular reports on sales performance, opportunities, market trends, and account activities to management.
• Communicate internally and externally to ensure alignment on goals, initiatives, and progress.

Experiences & Qualifications

• Bachelor's degree in business/ commerce, marketing, or a related field.
• Proven experience (typically 5-7 years) in sales, account management, or related roles within the FMCG industry.
• Customer management & relationship management
• Strong negotiation, communication, and interpersonal skills.
• Analytical mindset with a focus on data driven decision making of sales data and market trends.
• Proficiency in using sales and data analysis tools.
• Solid track record of achieving sales targets.

Skills

•  Customer & Stakeholder management
• Strategic thinking and the ability to develop and execute business plans.
• Negotiations – advanced
• Critical thinking
• Analytical thinking
• Strategic execution
• Building sales growth – Forecasting, Pricing etc
• Resilience & adaptability: Able to thrive in a fast-paced, dynamic environment, with the ability to quickly adjust strategies in response to market changes.