Route to Market Key Accounts Manager at Unilever

JOB PURPOSE

• As the Key Account Manager for route to market, you will be for responsible for delivering the customer strategy of UFS as guided by annual IBP plans. 
• Driven by strong key account management skills and great execution with both direct and indirect customers you will build an engagement strategy via both offline & online with customers to deliver business growth targets i.e. Turnover, volume, reach & penetration.
• Unilever is the place where you can bring your purpose to life with the work that you do – creating a better business and a better world.  If you are a self-motivated, outcome driven sales individual, with a strategic and agile mindset then this role is just for you.

WHAT WILL YOUR MAIN RESPONSIBILITIES BE (But not limited to):

• Accountable for delivering business target for the assigned territory/area/region and Customer P&L ie., turnover, volume, reach & penetration, eComm & digital targets.
• Build & Nurture relationships with trade, wholesalers (distributors) C&C’s & its teams including DSRs/CRO’s.
• Design full strategic route to market plans using Miller Heiman principles.
• Develop, maintain, and execute customer account plans/joint business plans with trade partners including trade term agreement, sell out activities and engagement with clear KPIs (Sell-out – Volume, Reach, Penetration, eComm)
• Ensure scorecards populated by BEX Data team are used in all planned customer reviews.
• Ensure trading terms are signed off and that scorecards are submitted timeously
• Submit Proof of Agreement of promotions tied up in trade for timely creation of rebate accruals to Line Manager
• Drive data sharing agreements with trade partners for SSD of offline/online sales out as per agreed UFS data roadmap.
• Focus on data driven opportunities in all sales out activities that can be effectively measured.
• Input of all planned customer activity into a UFS customer activity grid
• Use all data effectively, ie insights into actions into plans that enable increased turnover, volume, reach and penetration.
• Responsible for accurate forecasting based on planned sales in/out activity. Ensure activities and corresponding spend are given to Line Manager as part of S&OP process.
• Conduct financial analysis for planned sales in/out activity via ROI - OPSO and Promo Analysis and ensure that this is signed off by the relevant SOA approver. 
• Focus on creation on brand awareness and portfolio opportunity at trade partner customer days and trade shows.
• Collaborate with Demand Creation Chefs for Trade Partner/DSR/CRO Culinary trainings needed.
• Focus on digital selling by working with trade partners to generate demand creation towards either UFS.com or via traffic to own trade partners platforms
• Use data driven recommendations for cross selling.
• Drive engagement for trade partners as per defined contact strategy for the assigned territory ie., Performing F2F calls (and virtual when needed) via local CRM tool.
• Close collaboration with trade/RTM/C&C team to ensure implementation of promotions by ensuring adequate stock availability and customer related activity to drive sell-out.
• Negotiating trade terms including secondary displays, primary share of shelf & other in-store activity to aggressively drive sales out with trade partners.
• Monitor stock FIFO implementation, aging and align actions with distributor Trade & C&C’s to minimize business waste.
• Have a deep understanding of the competitor landscape and track pricing, in market activity and new launches
• Ensure timely submission & settlement of distributor claims (with appropriate supporting documents) from trade partners.

Experiences & Qualifications

Minimum:

• Relevant Sales Qualification
• 2-3 years of working experience in similar function in FMCG
• Proven track record in sales, preferably in the Foodservice Industry

Preferred:

• Industry knowledge for trade customers (RTM Customers)
• Account management.

Skills:

• Strategic Selling skills
• Impactful Customer Engagement
• Full understanding of all Customers & UFS solutions (research & pre-call planning)
• Business Insights to Activation Solution Selling
• Sound understanding of all Offline & Online Touchpoints
• Familiarity of UFS CD Cycle which includes Planning of call Cycles
• Customer Business Planning