Key Account Executive

Company Profile:
At Unilever you are more than your job title, you are part of the world's most
successful, purpose-led business. Work with brands that are well-loved around
the world, that improve the lives of our consumers and the communities around
us.
We produce world-leading brands including Lipton, Knorr, Dove, Axe, Hellmann's
and Omo, alongside trusted local names and innovative-forward thinking brands
like Ben & Jerry's, The Dollar Shave Club and Surf.
Be part of the most successful purpose-led business in the world. Have the
opportunity to see the true impact that you're having in the work you do -
every small thing counts.
Job Scope:
Context & Main Purpose of Job
Responsible for the delivery of business plans & Customer fundamentals through
effective collaboration with the customer in line with the category and
channel strategy.
Roles & Responsibilities
KEA Development & Growth:
* Ensure sales growth by covering right stores "Everywhere" & "Everyday" to improve our brand and category presence in store, ensuring Unilever wins at point of sale with shoppers.
* Build and maintain collaborative relationships at all levels of the customer organisation.
* Collaborate with customer to sell and negotiate business plans within the agreed parameters set by the channel strategy. Owns this process end to end, including pricing, order placement, and delivery of the plan.
* Use channel programs effectively by communicating brand priorities, product positioning, and program mechanics and advantages to eligible customers & distribution teams to effectively drive execution of trade promotions and product launches.
* Maximise the ROI with our customer by defining and actioning appropriate plans that enable us to build on the present and drive future growth.
* Build promotion plans and initiate activation plans to win with the customer and shopper.
* Process all financial matters related to the customer (OTC, promotion claims, etc.)
Customer Partnership Management
* Work closely with the customer to manage day to day operational execution, including end-to-end ownership of claims management and stock related issues (minimise out of stocks, damaged stock, rotation of stock, high stock levels, etc..).
* Translating channel & regional strategy into the category JtbD for the customer.
* Own the perfect store results in their stores and work with the customer to develop execution plans for merchandising, fixture implementation, planograms resets and all other store-level execution needs. While regularly conducting market visits to ensure quality of execution and improvement opportunities.
Channel Business Development:
* Undertakes a range of activities associated with partnering with GT Business Development and Distributor teams to understand, analyze and evaluate requirements to ensure delivery within guidelines.
* Use field analytics to identify market opportunities and gaps within the customers.
* Build and maintain effective working relationships with the customers by building knowledge and understanding of the way the customer operates. Translate customer profiles to internal stakeholders to effectively influence strategic decisions.
* Prepare business reviews of the customer for CDLT as required to facilitate clear and open communication between UL internal stakeholders and the customer.
* Understand the evolving segmentation of the customer and the implications of shopper insights on the development of strategies - to allow Unilever to target where to play and how to win with the customer.
* Assist Business Development teams to build the tools & knowledge required for success in the customer.
Key Competencies & Skills:
* Selling & Negotiation - Plan with our customer's needs in mind and build compelling selling stories to land your key priorities and drive mutual growth for UL, the customer, and Partners.
* Stakeholder Management - ability to build and maintain collaborative relationships with different customers & stakeholders.
* Communication Skills
* Influencing without authority
Data reporting & accuracy
Relevant Experiences _ 'E' (essential) or 'D' (desirable)_
* FMCG Sales (E)
* Pharmacy/Modern Trade background with proven negotiation track record (E)
* Experience working with distributor teams & merchandisers (D)
* Experience in different Categories & Innovations (BPC) (D)
Experience in working across multiple business teams and balancing multiple
stakeholder priorities (E)
KPI's and Dimensions:
Key drivers:
* "Availability" Assortment, coverage, CotC, NPD, and promotions
* "Visibility" SoS, OSA, Planogram implementation
* "Profitability" Business Delivery (USG, GM, Regional Growth rate, etc.)
* "Everywhere" Time in Market, % order delivery OTiF, Execution KPIs, extended reach opportunities
* "Everyday" CCFOT
* Compliance to CD fundamentals OTiF (Perfect Store, OPSO, CotC) and key CD projects
* eRTM & fundamentals score (FCS, ECO, Distribution)
* Consistency of execution & reporting in region/area
Key Channels:
Pharmacies
Standards of Leadership in Focus:
Consumer Love, Agility, Passion for High performance
Key interfaces:
* Distribution & Merchandising Teams
* Customer Service Team
* PH Business Development
* Category Development & Customer Marketing Team
* RTM Transformation
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.