Job Purpose
As the Key Account Manager for route to market, you will be responsible for delivering the customer strategy of UFS as guided by annual IBP plans. Driven by strong key account management skills and great execution with both direct and indirect customers you will build an engagement strategy via both offline & online with customers to deliver business growth targets i.e. Turnover, volume, reach & penetration.
Main Responsibilities
* Accountable for delivering business target for the assigned territory/area/region and Customer P&L, e.g., turnover, volume, reach & penetration, eComm & digital targets.
* Build & nurture relationships with trade, wholesalers (distributors), C&C’s & its teams including DSRs/CRO’s.
* Design full strategic route to market plans using Miller Heiman principles.
* Develop, maintain, and execute customer account plans/joint business plans with trade partners including trade term agreement, sell‑out activities and engagement with clear KPIs (Sell‑out – Volume, Reach, Penetration, eComm).
* Ensure scorecards populated by BEX Data team are used in all planned customer reviews.
* Ensure trading terms are signed off and that scorecards are submitted timeously.
* Submit Proof of Agreement of promotions tied up in trade for timely creation of rebate accruals to Line Manager.
* Drive data sharing agreements with trade partners for SSD of offline/online sales out as per agreed UFS data roadmap.
* Focus on data‑driven opportunities in all sales out activities that can be effectively measured.
* Input all planned customer activity into a UFS customer activity grid.
* Use all data effectively, i.e., insights into actions into plans that enable increased turnover, volume, reach and penetration.
* Responsible for accurate forecasting based on planned sales in/out activity. Ensure activities and corresponding spend are given to Line Manager as part of S&OP process.
* Conduct financial analysis for planned sales in/out activity via ROI – OPSO and Promo Analysis and ensure that this is signed off by the relevant SOA approver.
* Focus on creation of brand awareness and portfolio opportunity at trade partner customer days and trade shows.
* Collaborate with Demand Creation Chefs for Trade Partner/DSR/CRO Culinary trainings needed.
* Focus on digital selling by working with trade partners to generate demand creation towards either UFS.com or via traffic to own trade partners platforms.
* Use data‑driven recommendations for cross selling.
* Drive engagement for trade partners as per defined contact strategy for the assigned territory, i.e., performing F2F calls (and virtual when needed) via local CRM tool.
* Close collaboration with trade/RTM/C&C team to ensure implementation of promotions by ensuring adequate stock availability and customer related activity to drive sell‑out.
* Negotiating trade terms including secondary displays, primary share of shelf & other in‑store activity to aggressively drive sales out with trade partners.
* Monitor stock FIFO implementation, aging and align actions with distributor Trade & C&C’s to minimize business waste.
* Have a deep understanding of the competitor landscape and track pricing, in‑market activity and new launches.
* Ensure timely submission & settlement of distributor claims (with appropriate supporting documents) from trade partners.
Required Experience & Qualifications
* Relevant Sales Qualification.
* 2‑3 years of working experience in a similar function in FMCG.
* Proven track record in sales, preferably in the Foodservice Industry.
Preferred
* Industry knowledge for trade customers (RTM Customers).
* Account management experience.
Skills
* Strategic Selling skills.
* Impactful Customer Engagement.
* Full understanding of all Customers & UFS solutions (research & pre‑call planning).
* Business Insights to Activation Solution Selling.
* Sound understanding of all Offline & Online Touchpoints.
* Familiarity with UFS CD Cycle which includes Planning of call Cycles.
* Customer Business Planning.
* Ability to work with large amounts of information and see the bigger picture.
* Critical thinking, ability to look at numbers, trends, data and to come to new conclusions.
* Data & analytical Skills – Ability to use data‑driven insights for execution.
* Knowing the Business – The ability to demonstrate awareness of the food industry, its markets.
* Team player. Ability to work cross‑functionally in order to deliver on customer needs.
* Commercial Skills.
* Strong Business Acumen.
* Strong Negotiation skills.
* Exceptional Planning skills.
* Strong organisational skills & stakeholder management.
* Agility – Ability to adapt & drive change and flexibility to pivot self & others towards business requirements.
* Strong communication skills. Ability to use all company digital tools for external & internal comms.
Leadership
* You are energized by delivering fantastic results. You are an example to others – both your results and your resilience. You are constantly on the lookout for better ways to do things, engaging and collaborating with others along the way.
* As an individual you are the one responsible for your own wellbeing and delivering high standards of work. You must also focus on the Consumer and what they need. You are humble and have your head up, looking around to interpret evidence and data smartly, spot issues and opportunities to make things better.
* Critical SOL (Standards of Leadership) Behaviors:
o PASSION FOR HIGH PERFORMANCE: Takes personal responsibility and accountability for execution and results. Has an owner's mindset, using data and insight to make decisions.
o PERSONAL MASTERY: Sets high standards for themselves. Actively builds own wellbeing and resilience.
o CONSUMER LOVE: Whatever their role, always looks for better ways to serve consumers. Invests time inside and outside to understand the needs of consumers.
o PURPOSE & SERVICE: Has humility, understanding that leadership is service to others, inside and outside Unilever.
o AGILITY: Explores the world around them, continually learning and developing their skills.
o BUSINESS ACUMEN: Creates sustainable growth with purpose, engaging different partners across the system for change.
Unilever embraces diversity and encourages applicants from all walks of life! This means giving full and fair consideration to all applicants and continuing development of all employees regardless of age, disability, gender reassignment, race, religion or belief, sex, sexual orientation, marriage and civil partnership, and pregnancy and maternity.
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.
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