Job Purpose

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

The Key Account Manager develops and executes joint business plan with assigned customers. He/she is responsible for the achievement of turn over target, the P&L of the assigned categories and the engagement of Unilever cross-functions with such customer group.

Main Responsibilities

Customer Strategy and Business Plan

• Manage the customer P&L for the customer and by categories, counterparts and budget planning.

• Develop relationship with customers.

• 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 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.

• 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 CSP 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

• Close the deal with the Customer by negotiating the trade terms, trade funding, and counterparts according to the UL strategy on his/her customers.

• Manage overall levels of Customer investments for his/her customers.

• Monitor Customer Performance by tracking customer contribution and market share for major categories.

Play active ambassador role

• Act as active ambassador of Unilever at the customer and of the customer at Unilever.

• Participate actively to the account managers meetings, looking at the best solution for the business even if not in line for his/her customer.

Job requirements

• 4+ years of experience.

• Two to three roles in Customer Marketing/Trade Category Management and Account Management / Field Sales (when wanting to pursuit a Customer Development career).

• Customer Facing experience combined with Brand Building experience is ideal.

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.