Key Account Manager - Chain & CPU

About the role/brand
We are Chefs Supporting Chefs, #stronger together as one team with one goal, supporting each other and our customers to thrive and grow.

We are proud to be part of Unilever, a truly global business, known for great purposeful brands and a vision to make sustainable living commonplace. As the dedicated foodservices business of Unilever, we lead the B2B industry in providing professional high-quality food ingredients, value-adding services and expert culinary support. We operate in over 70 countries.

We outgrow our competition thanks to our powerful purposeful brands such as UFS, Knorr, Hellmann’s and The Vegetarian Butcher and talented entrepreneurial people. We spearhead digital innovation, guided by data-driven trends and insights, to build perfect experiences for our customers.

Unilever Food Solutions is an inspiring global company made up of talented, diverse professionals who are truly passionate about the people we serve and provide the expertise to meet their needs. In this positive and open culture of ‘Support, Inspire and Progress’, we empower our people to make a 'bigger difference' at every level in the organization.

And it’s an exciting time to join Unilever Food Solutions (UFS)!


Who You Are and What You’ll Do
We are looking for Key Account Manager who can help us with the management and development of strategic key accounts (Food Service Chain/ Hotel/ Airline/ Convenient Store) which are generally within a defined geography, in order to create and sustain demand to maximize business growth. He/She is the day-to-day key contact for the customer and is responsible for the delivery of customer targets for their area.

Our ideal candidate shall combine strong customer management skills with solid selling essentials skills, a passion for food and a well-developed sense of purpose. Through this, he/she will be able to contribute to our overall growth, bring efficiency and future proof the business.

Your roles/responsibilities:

• Cascade and translate strategy into action plans for team/customers.
• Input, understand and align with appropriate Channel business plan.
• Deliver, win and retain profitable business with chain customers.
• Improve profitability by measuring and managing customer contribution.
• Develop in conjunction with channel marketing, activity for differentiation.
• Negotiate business terms for each customer to reach the most effective conditions for Unilever.
• Gain insight and understanding into how our chain operators make money. Leverage these commercial insights with Channel marketing to create a sustainably profitable business for both parties.
• Communicate regularly with relevant colleagues from different functions i.e. Distributor Account Managers, Chefmanship team and Customer Service team.
• Obtain and feedback information about competitors and their activities on the market.
• Control and manage assigned budgets for selling support in line with Unilever policies and strategy.
• Coordinate with Business Excellence and Supply Chain Team for demand planning.

Customer Negotiation and Coordination

• Conduct innovation sessions with customers to agree on products or concepts that fit both customers’ needs and agreed to UFS business strategies.
• Work with customers on consumer research to get an understanding of consumer insights, then propose solutions for the customer.
• Negotiate the price with customers to ensure the total volume and profit target are met.
• Regularly conduct customer business reviews.
• Build up strong relationships with customers through high-quality services and solutions.

Internal Negotiation and Coordination
Coordinate with internal business support teams from Chef, Research & Development (R&D), Supply Chain, Channel Marketing and related functions to ensure smooth and efficient operations to support the business growth plan.

Key Stakeholders:
Internal: Customers and distributors, Chef Team, Country Customer Development teams, Country Channel Marketing team, Country Food Solutions Leadership Team, other support functions e.g., R&D, Supply Chain, Quality Assurance.
External: Customers (Purchasing, Marketing, R&D, Supply Chain, Operations, Quality Assurance).
Travel:
70% of the time for travelling.


What You’ll Need To Succeed

• Bachelor’s Degree.
• Minimum 3 - 5 years of relevant Account Management/Field Sales experience, with results-driven/achievement-focused with the end goal in mind.
• Currently an AKAM or KAM most preferred. Diverse key account management (FMCG or foodservice exposure) with reporting downlines an added advantage.
• Relevant industry; Foodservice, Retail-Consumer Foods, Hospitality & Tourism (Food-related)

The Hidden Gem in you

• Strong communication and negotiation skills.
• Proven track record of delivery topline and bottom-line results.
• Proven track record of managing multiple stakeholders, customers and distributors, and delivering operational excellence.
• Passion for Growth: to demonstrate “Can-Do “attitude and leadership to reach outstanding growth levels.
• Change Catalyst: To initiate and drive necessary changes.

The Leadership Behaviours in You

• Purpose and Service – you will understand Unilever’s purpose of making sustainable living commonplace and be passionate about helping our customers live their purpose.
• Personal Mastery – You can keep cool under pressure and are resilient setting high standards for yourself and others. Able to work collaboratively internally and externally to get the support needed.
• Consumer Love/Agility - An obsession with understanding the local needs of consumers and operators, and a desire to find solutions that deliver for Guests, Customers and Unilever.
• Business Acumen - You will have an outside-in approach, focused on generating sustainable growth combined with resilience and determination to achieve targets.
• Talent Catalyst – You can galvanize the organization internally to meet the needs of your customers. You will coach and develop colleagues globally sharing your knowledge and experience.

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.