Unilever International (UI) - Key Accounts Manager

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.

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