Business Context and Main Purpose of the Job:
The incumbent will spear head key trade activations & key account management for the assigned key customers/accounts
The purpose of the role is to
- Be a key account manager for the assigned customers/accounts
- Account management ( Planning, Negotiation, Joint Business Plan/JBP)
- To align with retailer’s supply chain on operational / stock opportunities
- Evaluating promo ROI for promotions
- Manage retailer P&L and ensure profitable business
- Identify key white space growth opportunities through portfolio/ promotions/ executions/
- Collaborate with UI distributor’s key account executives handling the assigned customers in ensuring seamless back end operations. Spear head & manage network for key brand trade activations and executions on the group
Main Accountabilities
Customer management
- Develop and then implements the optimal integrated promo plan (incl. selling the plan @ the customer) and manage promo investments.
- Conducts Customer calls monthly
- Leads JBP with MSO for UI
- Works with retailers to ensure cadence on order book adherent to order-lead times to ensure sufficient stockweights & on time execution of programs as per plan, and opportunities to improve OSA in store.
- Manages promo investment ensuring all budgets are accrued, spent within budget and claimed in a timely manner
- Tracking, managing and evaluating key business metrics and KPIs across trade activities & Service levels
Manage Internal / External Processes
- Works closely with operating country for joint business planning
- Updates and reviews forecast with DT to ensure healthy service level.
- Works with DT to ensure seamless backend operations are executed ( pricelist, SKU set ups, etc)
- P&L management which includes managing trade spends to ensure business profitability.
- Communication: Shares actual performance of Business with the Internal Business Partners.
Trade Activations Projects Management
- Lead the Operationalization of the agreed initiatives. Leads execution of key trade plans on the ground. To work with marketing and DT to ensure timely execution as per plan.
- Ensure timely delivery as per project timeline.
- Lead coordination meetings for customer specific projects (agency, DT, merchandising)
- Organize project meetings, prepare minutes and follow up actions. Escalate if critical milestones are likely to be missed.
Key Skills
Qualifications
- Ability to manage multiple customers and craft joint business plans
- Ability to seize the big picture, deep dive into details when necessary and propose business solutions
- Basic financial acumen/ knowledge on P&L
- Highly agile, flexible and adaptable to changes, when necessary
- High passion for execution
- Good Negotiation skills
- Highly entrepreneurial in nature
- Team player who is able to manage cross functional teams, work with DT
- Self confident integrity is a must, as the difficulties of the job will test incumbents regularly on their values and they will be often carrying difficult messages to their business partners and key customers.
- Ability to do project management
- 2+ years of business experience in key account planning
- Budgeting & Planning and Forecasting
- Willing to do field work within the assigned area
We highly encourage applicants to exclude information on age, gender, and school/s in view of Equity, Diversity, and Inclusion. Unilever assesses candidates based on skills, performance, experience and leadership.
Unilever is an organisation committed to equity, inclusion and diversity to drive our business results and create a better future, every day, for our diverse employees, global consumers, partners, and communities. We believe a diverse workforce allows us to match our growth ambitions and drive inclusion across the business. At Unilever we are interested in every individual bringing their ‘Whole Self’ to work and this includes you! Thus if you require any support or access requirements, we encourage you to advise us at the time of your application so that we can support you through your recruitment journey.
What We Do
Be part of the world’s most successful, purpose-led business. Work with brands that are well-loved around the world, that improve the lives of our consumers and the communities around us. We promote innovation, big and small, to make our business win and grow; and we believe in business as a force for good. Unleash your curiosity, challenge ideas and disrupt processes; use your energy to make this happen. Our brilliant business leaders and colleagues provide mentorship and inspiration, so you can be at your best.
Our portfolio ranges from nutritionally balanced foods to indulgent ice creams, affordable soaps, luxurious shampoos and everyday household care products. We produce world-leading brands including Lipton, Knorr, Dove, Axe, Hellmann’s and Omo, alongside trusted local names and innovative-forward thinking brands like Ben & Jerry’s, The Dollar Shave Club and Dermalogica.
Every individual here can bring their purpose to life through their work. Join us and you’ll be surrounded by inspiring leaders and supportive peers. Among them, you’ll channel your purpose, bring fresh ideas to the table, and simply be you. As you work to make a real impact on the business and the world, we’ll work to help you become a better you.
