Key Account Manager - Chain

Job description

Summary

The Chains Account Manager is responsible for the management and development of selected chains accounts ( International Chains Account &Local Chains Account) which is generally within a defined geography, in order to create and sustain demand to maximize business growth. They are the day to day contact for the customer and are responsible for delivery of customer targets for their area.

Main Accountabilities

· Input, understand and align with appropriate Channel business plan.
· 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.
· Deliver the Grip, Grab, Growth (GGG) KPI's for chain accounts.
· Negotiate business terms in each customer to reach the most effective conditions for Unilever.
· Gain insight & understanding into how our chain operators make money. Leverage these commercial insights with Channel marketing to create sustainable profitable business for both parties.
· Communicate regularly with relevant colleagues in Push, Chefs, OFS, & Marketing to leverage specialist capabilities as required e.g. OFS collage on specific outlets for activation.
· 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.
· Co-ordinate with Supply Chain Team for demand planning.
· Customer Negotiation and Coordination
· Conduct innovation session with customer to agree on products or concept that fit to both customer needs and agreed UFS business strategies.
· Work with customer on consumer research to get understanding on consumer insights, then propose solutions for customer.
· Negotiate on price with customer to ensure the total volume and profit target are met.
· Regularly conduct customer business review
· Build up strong relationship with customers by high quality services and solutions.
· Internal Negotiation and Coordination
· Co-ordinate with internal business support from chef, RD, SC, Channel Marketing and related functions in order to ensure smooth and efficient operations to support the business growth plan.

Requirements

· Essential
· ​ 3 - 5 years relevant Account Management/Field Sales experience.
· Business-to-business (B2B) experience.
· Ability to build rapport with customer via essential customer management & selling skills
· Desirable
· Experience in Food service industry.