Modern trade Key account Manager

Job description

Company Profile:

Every Day, Around the World, People Reach for Unilever Products. Our Brands Are Trusted Everywhere And, By Listening to The People Who Buy Them, We've Grown into One of The World's Most Successful Consumer Goods Companies. In Fact, 150 Million Times A Day, Someone Somewhere Chooses a Unilever Product.

Look in Your Fridge, Or on The Bathroom Shelf, And You’re Bound to See One of Our Well-Known Brands. We Create, Market and Distribute the Products That People Choose to Feed Their Families and Keep Themselves and Their Homes Clean and Fresh.

Our Corporate Strategy Aims to Double the Size of Our Business While Reducing Our Impact on The Environment By 2020. As A Result, In the Months and Years to Come, We Envisage Many Opportunities for Our Staff to Progress and Gain Vital Experience. It’s Never Been Such an Exciting Time to Join the Unilever Team

Job Scope:

As a Key Account Manager, you will be instrumental in fostering and expanding relationships with our key clients. Your primary focus will be on deeply understanding their needs, proposing tailored solutions, driving sales growth and increasing market share. Additionally, you will play a vital role in the creation and execution of annual Joint Business Plans (JBP), Business Reviews (BR), contract negotiations, and provide support for cash collection team.

Roles & Responsibilities

·  Cultivate and Expand Relationships : Build and nurture enduring relationships with key clients. Understand their business objectives and challenges thoroughly to offer strategic solutions.
·  Drive Sales and Revenue: Develop and execute account strategies to achieve sales targets and maximize revenue. Negotiate contracts and agreements, ensuring profitable deals and sustainable growth.
·  Joint Business Plans (JBP) and Business Reviews (BR): Collaborate with clients to develop comprehensive annual JBP and conduct regular BR meetings. Evaluate progress, identify areas of improvement, and adjust strategies as needed.
·  Contract Negotiation and Management : Lead the negotiation and management of contracts with clients. Ensure all terms and conditions are clear, fair, and aligned with company objectives.
·  Cash Collection Support : Provide support for cash collection team, liaising with clients to facilitate timely payments and resolve any payment-related issues.
·  Client Satisfaction : Ensure exceptional customer satisfaction by anticipating customer needs and addressing concerns promptly. Strive for excellence in service delivery.
·  Market Analysis and Innovation : Stay abreast of market trends and competitor activities. Analyze customer trends and feedback to anticipate future demands. Propose innovative solutions to meet evolving client needs.
·  Collaboration and Coordination : Collaborate effectively with internal teams such as CCD, BB, and CS&L. Ensure seamless delivery of products/services, meeting client expectations.
·  Reporting and Analysis : Prepare detailed account performance reports. Analyze achievements, challenges, and opportunities. Use data-driven insights to enhance strategies and exceed targets.
·  Risk Management: Identify potential risks within key accounts and develop strategies to mitigate those risks effectively.

Key Competencies & Skills – Standards of Leadership

Role requirements:

·  Educational background:
·  Master’s degree in business

·  Experience needed:
·  Sales background

·  Interpersonal skills required:

·  Communication : KAMs need strong verbal and written communication skills to convey ideas clearly and negotiate effectively. They should also be active listeners to understand client needs and concerns.

·  Negotiation : KAMs often negotiate contracts, deals, and solutions. Strong negotiation skills are essential for reaching mutually beneficial agreements and resolving conflicts.

·  Relationship Building : Building and nurturing long-term relationships with clients is a core aspect of a KAM's role. They need to establish trust and credibility, making clients feel valued and understood.

·  Adaptability: Different clients have different needs and communication styles. KAMs must be adaptable, tailoring their approach to fit the client's preferences and cultural differences.

·  Problem-Solving : KAMs encounter various challenges in managing key accounts. They need problem-solving skills to identify issues, analyze root causes, and develop effective solutions.

·  Time Management : KAMs handle multiple clients and tasks simultaneously. Good time management skills are essential to prioritize tasks, meet deadlines, and ensure client needs are met promptly.

·  Conflict Resolution : Conflicts may arise between clients and within internal teams. KAMs should have the ability to address conflicts diplomatically, finding solutions that satisfy all parties involved.

·  Persuasion : KAMs often need to persuade clients and internal stakeholders. Persuasion skills help in presenting proposals convincingly and gaining buy-in from all parties.

·  Trustworthiness : Clients need to trust their KAMs. Upholding ethical standards, maintaining confidentiality, and delivering on promises are vital for building and preserving trust.

  

Standards of Leadership:

Purpose & Service

Personal Mastery

Agility

Business Acumen

Talent Catalyst

Consumer Love

Passion for High Performance

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.