Inviting Applications for Key Account Manager - Eb2b

Job description

Main Purpose:-

HUL representative to the accounts and responsible for building strong relationships with customer & key customer stake holders. Create competitive, profitable & sustainable mutual plan with customer & ensure excellent execution of plan to provide growth on various categories & channel.

Main Accountabilities:-

Customer Management

·  Create & maintain positive business relationship with direct end customers by continuously proposing solutions that meet their objectives.
·  Develop and manage sales strategy for each of the designated account customers.
·  Develop strategy for acquiring new customers in line with Unilever strategy.

Negotiation

·  Close the deal with customer by negotiating trade terms, trade funding & counterparts according to Unilever strategy.
·  Manage overall category investments for the customer.
·  Share of Shelf, Face ups alignment with the account. Overall healthy share of shelf to be ensured in the category.

Customer Business Plan

·  Lead and execute Joint Business Planning together with the customer in line with both organization & customer objectives.
·  Develop account specific strategic plans.
·  Generate insights for customer/channel (in store layout, planogramming, traffic).
·  In store visibility/highlight display, continuously improve share of shelf vs competitor to amplify impact of product visibility on consumers.
·  On shelf availability as per the stocking norm set for each SKU.
·  Ensuring service rates.
·  Preparing volume forecasts & plans.
·  Plan regular activations/Joint Marketing Plan to create excitement in the category.
·  Assortment catering to different formats/channels.

Performance Evaluation

·  Measure and review category performance; retail margins and customer profitability.
·  Meet and exceed growth, revenue and market share.

Input

·  Category growth & overall performance (Nielsen, turnover, POS, market shares, field reports)
·  Shopping missions.
·  Shopper understanding.
·  Launch performance (POS).
·  Key call to actions from Joint business planning.

Output

·  Identify new sales opportunities (Up selling/Cross selling).
·  Review sales achievement & create dashboard, scorecards which facilitate informed account management decision making & strategy formulation.
·  Strategies to recruit new consumers & retain existing ones.
·  Assortment differentiation between formats.

Metrics

·  Growing categories competitively and profitably.
·  Building categories of the future.
·  Sales target achievement.
·  Share of shelf, share of sku base, quality of distribution.
·  In-store execution; Share of promotions.
·  Retail margin and customer profitability.
·  Service levels / on shelf availability.

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