Customer Business Manager – SGC, Homecare

Work Location: Ho Chi Minh

Modern Trade is a strategic department in Customer Development functions. We ensure that Customer plans fit with channel/customer and shoppers’ needs in order to maximize benefit for Unilever and our Customers.

The Customer Manager develop and execute with customer(s) a customer strategy and customer business plan. The Customer Assistant Manager is responsible for the achievement of turn over and the P&L of his/her customer for the categories as well as for the implementation and the optimization of the category strategies within the customer. Securing the strategic alignment between MT channel and DT and the alignment with the strategy between Unilever with this customer(s)

Main Accountabilities

Customer Strategy and Business Plan

• Manage the customer P&L for the customer and by categories, counterparts and budget planning
• Develop relationship with customers
• Develops the customer strategic business plan for his/her respective customer. Work out a joint customer business plan for his/her respective customer. Lead and execute Joint Business Planning according to the Global standards together with the customer.
• Work out a Target Group Management strategic plan for the Key Accounts for existing businesses
• Develop and execute a market development plan for Target Groups other than big traders in close collaboration with Customer Marketing
• Develop, implement and execute a Cell Approach plan in close collaboration with the customer, Category managers and BUD’s
• Work closely together with Category Managers/Trade Category Directors in order to have strategic alignment with Unilever DT business focussing on Wholesalers
• Develop and implement a promotional plan with clear roles and objectives of how to drive promotional sales in C&C linked to OPSO program
• Works in close collaboration with de Category Managers for the category input, and with customer marketing for the customer/channel plan
• Develop in-store communication activation for channel/customer initiatives
• Generate insights for the assigned customer/channels (store layout, traffic)
• In charge of in-store extra visibility/highlight display, not execution
• Develop and guides implementation of customer events
• Provide clear objectives and deliverables for the field team, under responsibility of Field Operation Team
• Implement Customer audit

Negotiation

• Closes the deal with the Customer by negotiating the trade terms, trade funding, and counterparts according to the UL strategy on his/her customer
• Manages overall levels of Customer Investments for his customers
• Monitors Customer Performance by tracking customer contribution and market share for major categories

Plays active ambassador role

•  Acts as active ambassador of Unilever at the customer and of the customer at Unilever
• Participates actively to the account managers meetings, looking at the best solution for the business even if not in line for his/her customer

Team

• Manages Head Office of assigned accounts team with a focus on Target Groups, executional mindset and winning spirit
• Manage and responsible for perfect alignment between Planning and Operations

Requirements:

• Minimum 2 to 3 years relevant Account Management/Field Sales experience

• Two years of Brand Building is an advantage
• Two years of Customer Marketing or Trade Category Management is preferable

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