Inviting Applications for Key Account Manager - Eb2b

Main Purpose:-

HUL representative to the accounts and responsible for building strong relationships with customer & key customer stake holders. Create competitive, profitable & sustainable mutual plan with customer & ensure excellent execution of plan to provide growth on various categories & channel.

Main Accountabilities:-

Customer Management

• Create & maintain positive business relationship with direct end customers by continuously proposing solutions that meet their objectives.
• Develop and manage sales strategy for each of the designated account customers.
• Develop strategy for acquiring new customers in line with Unilever strategy.

Negotiation

• Close the deal with customer by negotiating trade terms, trade funding & counterparts according to Unilever strategy.
• Manage overall category investments for the customer.
• Share of Shelf, Face ups alignment with the account. Overall healthy share of shelf to be ensured in the category.

Customer Business Plan

• Lead and execute Joint Business Planning together with the customer in line with both organization & customer objectives.
• Develop account specific strategic plans.
• Generate insights for customer/channel (in store layout, planogramming, traffic).
• In store visibility/highlight display, continuously improve share of shelf vs competitor to amplify impact of product visibility on consumers.
• On shelf availability as per the stocking norm set for each SKU.
• Ensuring service rates.
• Preparing volume forecasts & plans.
• Plan regular activations/Joint Marketing Plan to create excitement in the category.
• Assortment catering to different formats/channels.

Performance Evaluation

• Measure and review category performance; retail margins and customer profitability.
• Meet and exceed growth, revenue and market share.

Input

• Category growth & overall performance (Nielsen, turnover, POS, market shares, field reports)
• Shopping missions.
• Shopper understanding.
• Launch performance (POS).
• Key call to actions from Joint business planning.

Output

• Identify new sales opportunities (Up selling/Cross selling).
• Review sales achievement & create dashboard, scorecards which facilitate informed account management decision making & strategy formulation.
• Strategies to recruit new consumers & retain existing ones.
• Assortment differentiation between formats.

Metrics

• Growing categories competitively and profitably.
• Building categories of the future.
• Sales target achievement.
• Share of shelf, share of sku base, quality of distribution.
• In-store execution; Share of promotions.
• Retail margin and customer profitability.
• Service levels / on shelf availability.

Join us and create

A better business. A better world. A better you.