AKAM Modern Trade

Unilever is hiring for AKAM – Modern Trade

Function: Customer Development

WL: WL1

Location:Multiple Locations

Reports to: KAM

Scope: Local

Terms & Conditions: Full-time

ABOUT UNILEVER

With 3.4 billion people in over 190 countries using our products every day, Unilever is a business that makes a real impact on the world. Work on brands that are loved and improve the lives of our consumers and the communities around us. We are driven by our purpose: to make sustainable living commonplace, and it is our belief that doing business the right way drives superior performance. At the heart of what we do is our people – we believe that when our people work with purpose, we will create a better business and a better world. 

At Unilever, your career will be a unique journey, grounded in our inclusive, collaborative, and flexible working environment. We don’t believe in the ‘one size fits all’ approach and instead we will equip you with the tools you need to shape your own future.

JOB PURPOSE

This role is responsible for the delivery of business targets and account Management for assigned MT account. This is achieved by the identification, development, and faultless execution of joint customer business plans. The role is responsible for the negotiation and implementation of commercial agreements. The objective is to build strong working relationships with customer to drive growth via strategic alignment and negotiations implementing Pay for Play.

WHAT WILL YOUR MAIN RESPONSIBILITIES BE

• Develop and build strong business relationship with customer

• Play a leading role in negotiating, agreeing and executing fair and equitable trading terms to drive the annual business contract with customer

• Develop, execute and monitor Customer Business Plan / Joint Business Plan for compliance

• Deliver USG and customer profitability as per the assigned target for the Account

• Sell and execute category plans / launches / initiatives / promotions with the customer while partnering with trade and shopper marketing category teams.

• Manage business to minimize friction / channel conflict with other channels/functions

• Lead the monthly/ quarterly forecasting process aligning with the Customer Marketing, Sales team and Customer

• P&L delivery and keeping a close watch at customer contribution

• Implement merchandising/visibility standards across all categories to Win in store and maintain Perfect store compliances.

• Develop the MT strategy to drive profitable growth with customer

• Take tactical and timely decisions to counter/ pre-empt competition’s moves

• Prepare a monthly plan for the account to achieve category-wise and SKU-wise volume targets

• Ensure timely revision of Perfect Store KPIs and One Pagers for On Shelf Availability, Shelf Share, Visibility, and merchandizing standards with the help of Shopper marketing Teams.

• Coordinate with Unilever Supply Chain and Store Operations to ensure timely stock replenishment and manage operational issues at run time.

• Ensure category leadership for through robust plans & superior execution

• Co-create JMFG’s with Customer and Shopper Marketing teams.

WHAT YOU NEED TO SUCCEED

Experiences

• Minimum bachelor's degree is required, candidates with MBA will be preferred

• At least 4 years of sales experience. Account management experience will be additional advantage
  

Skills

• Key Account Management

• Ability to manage and foster key relationships

• Customer P&L Management 

• Proven ability to negotiate in complex circumstances

• Possesses advanced analytics capabilities for business and category reviews

• Excellent presentation and communication skills

• External orientation and awareness of competition's behaviors

• Possesses an innovative approach to problem-solving

• Exhibits digital acumen and understanding

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

• 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.

• PERSONAL MASTERY: Sets high standards for themselves. Actively builds own wellbeing and resilience.

• CONSUMER LOVE: Whatever their role, always looks for better ways to serve consumers. Invests time inside and outside to understand the needs of consumers.

• PURPOSE & SERVICE: Has humility, understanding that leadership is service to others, inside and outside Unilever.

• AGILITY: Explores the world around them, continually learning and developing their skills.