Key Account Manager - Foods

Job Overview:

The Key Account Manager will be responsible for managing and developing relationships with customers and Business partner in the distributive trade sector. This role requires a deep understanding of the FMCG industry, excellent sales and negotiation skills, and the ability to drive business growth through effective account management strategies.

Your key responsibilities will include:

• Develop and maintain strong relationships with customers in the modern trade sector.
• Understand the unique needs and requirements of sub channel and provide tailored solutions to meet their business objectives.
• Act as the primary point of contact for assigned business partner and proactively address any issues or concerns.
• Caching, training and development of sale representative and merchandising reps.

Sales and Business Development:

• Drive sales growth within assigned territory/BP location by identifying new business opportunities and maximizing revenue potential.
• Develop and execute strategic channel/customer plans to achieve sales targets and increase market share.
• Collaborate with cross-functional teams, including CMM, CSP, CDF and CDEX, to ensure effective execution of sales strategies.

Negotiation and Contract Management:

• Negotiate and finalize JBP, loyalty program and JMPs agreements with respective customers and business partner, ensuring mutually beneficial terms and conditions.
• Manage promotions, merchandising /PS and trade terms to maximize profitability while maintaining strong customer relationships.
• Monitor contract performance, review sales data, and identify opportunities for upselling and cross-selling.
• Maintaining and implementing merchandising activities and Perfect store compliance.

Market Analysis and Insights:

• Stay updated on market trends, competitor activities, and industry developments that may impact sub channels and key customers.
• Conduct regular market analysis and utilize market insights to identify opportunities and develop strategies for growth.
• Provide feedback and recommendations to internal teams regarding product development, pricing, and marketing strategies.

Account Reporting and Forecasting:

• Prepare regular sales reports, account performance analyses, and forecasts for key accounts.
• Monitor sales performance against targets and take necessary actions to address any deviations.
• Collaborate with business partner and customer service teams to ensure accurate and timely billing, invoicing, and order fulfillment.

What’s important for you to have in this position?

• Bachelor's degree in a relevant field.
• 5+ years of experience in sales or related roles, preferably in the FMCG industry.
• Strong sales and negotiation skills.
• Ability to develop and maintain strong customer relationships.
• Excellent communication and interpersonal skills.
• Analytical mindset with the ability to analyze market trends and customer insights.
• Strategic thinking and ability to develop effective account plans.
• Result-oriented and target-driven approach.
• Proficiency in account reporting and forecasting.
• Strong problem-solving and decision-making abilities.
• Adaptability and resilience in a dynamic sales environment.
• Willing to do heavy field work in the assigned area and nearby provinces

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.

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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