National Account Manager_ Spar at Unilever

Develops and executes with our customers a customer strategy and customer business plan. Is responsible for the achievement of market share gains, turn over and the P&L of his/her customers for the categories as well as for the implementation and the optimization of the category strategies within the customer.

Job Summary

Customer Business Planning and Execution

• Develops the annual customer business plan for his/her respective categories that will allow the turnover and market share targets to be achieved monthly within the BBT framework ; this can be a joint customer business plan if the retailer is at the level of maturity to engage in joint plans
• Develops optimal integrated promo plan (incl. selling the plan @ the customer) and manage promo investments
• Manage the customer P&L for his/her respective categories
• Provide clear objectives and deliverables for the field team
• Works in close collaboration with the Category Operations Manager to:
• ensure that all demand inputs from the retailer are captured in the Intel meeting as part of the S&OP process
• Develop optimal promo plan (depth & frequency of deal) that allows customer to contribute to total category target
• Works with Shopper & Customer Marketing on shopper activation plans and facilitates external interfaces between retailer and SCM team
• Works with Trade Category Management on annual category reviews and/or ongoing ranging and shelf opportunities
• Works with CD Finance to track the delivery of the plan and looks to drive investment efficiencies through ongoing OPSO (Optimising Promotional Sell-Out) evaluation of BBT spend
• Works with Customer Service teams to ensure that the plan agreed with buyers is executed through the retailers supply chain and that service levels to customers are of an acceptable standard
• Provides clear objectives and deliverables for the field team and tracks execution through the Perfect Store programme
• The ability to engage collaboratively with the retailer and build competitive advantage for both parties through the Joint Business Planning process

Commercial Selling and Negotiation

• Develops compelling commercial sales arguments to enlist the support of retailers for new product lines, category strategies and shopper marketing initiatives
• Negotiate the landing of the annual plan with the retailers as well as price increases as and when they need to be taken
• Negotiate levels of funding and support on an ongoing basis

Leadership

• Acts as an ambassador for Unilever externally and displays the highest levels of the Standards of Leadership in all dealings with the customer
• Participates actively in the account managers meetings, looking at the best solution for Unilever at all times
• Works with the other account managers and COM to ensure open communication and transparency of trade investment and promotional plans.

Direct Reports

• Admin assistant
• Account assistant
• Key account manager (when relevant)

Key Interfaces

• Customer Director
• Retailer Buyer
• Category Operations
• Shopper & Customer Marketing
• Trade Category
• CD BPs (Finance, Customer Service)

Essential

Relevant Experience

• 3 to 5 years relevant National Account Manager at a management level
• 2 to 3 years as an Assistant at WL1

Desirable

• Management experience
• Trade Category Management and Supply Chain Management experience