Key Account Manager (Modern Trade)

Job description

Job Title: Key Account Manager (Modern Trade)

Location: Malaysia

Who You Are and What You’ll Do

Develop and execute with our customers a customer strategy and customer business plan and responsible for the achievement of Sales (NIV and Turnover), Market Share and the Profit and Lost (P&L) of his/her customers for the categories as well as for the implementation and the optimisation of the category strategies within the customer.

Team Structure:

· 
Reporting to: Channel Manager – Super Channel

· 
Direct reports: Customer Development Executive

Your Role/Key Responsibilities:

Customer Strategy and Business Plan

· 
Develops the customer strategic business plan for his/her respective categories and customers. Work out a joint customer business plan for his/her respective categories and customers.

· 
Works in close collaboration with the Category and Channel Team for the category and channel input, and with customer marketing and brand teams for the specific banner/channel plan.

· 
Develops optimal integrated promo plan (incl. selling the plan to the customer) and manage promo investments.

· 
Manages customer promo investment with the customer.

· 
Manage the customer P&L for his/her respective categories.

· 
Provide clear objectives and deliverables for the Customer Business Development Executives (CBDEs)/field team.

· 
Deliver the agreed plan, follow-up achievement of counterparts set in the agreement.

· 
Consistent monthly and quarterly business reviews of Joint Business Plannings/Trade Term with customers through PowerPoint presentation.

· 
Data churning and analysis to provide accurate business requirements for business review presentations to customers.

Building Talents and Teams

· 
Coach and develop CBDE as per training guide.

Negotiation

· 
Closes the deal with the Customer by negotiating the trade terms, trade funding, and counterparts according to the Unilever strategy on his/her categories.

· 
Manages overall levels of Customer Investments for 4 Business Unit Category.

· 
Monitors Customer Performance by tracking customer contribution and market share for major categories.

Plays active ambassador role

· 
Acts as active ambassador of Unilever at the customer and of the customer at Unilever.

· 
Participates actively to the account managers’ meetings, looking at the best solution for the business.

Key Stakeholders:

Internal:

· 
Customer Business Development, CSP, Marketing, Supply Chain, Finance

External:

· 
Key Account Customers

Travel:

50% of the time for travelling.

What You’ll Need To Succeed:

· 
Experienced in key account management/modern trade

· 
Experienced in FMCG industry

· 
Skilled in developing and implementing customer/channel investment strategy

· 
Experienced in managing a team of direct/indirect reports

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.