Sales Operations Officer

Job description

Job Description: eCommerce Key Account Executive

The KAE reports to the Key Account Manager. He/ She works in tandem with other functions viz. CM, CD-Ops, CD-Finance, CD-Supply Chain & branches. He would also assist the KAM in handling the account portfolio.
Overview: The KAE is the first point of contact for the category buyers for the Accounts that he/she works with. The role demands strong operational skills, quick problem solving skills, creativity to improve the quality of activities on platform & most importantly good customer service and relationship management
Sales: You will be working with the KAM to constantly drive business and meet sales targets. Your inputs towards ensuring the customer is adequately aligned to growing the business and meeting those targets will be critical for the business. Modifying the sales mix to sell the right portfolio in your business will define the health of your business while you deliver your sales targets

Customer interfacing: The right candidate for this role needs to be good at customer relations and maintaining a great and positive working equation with his/her counterparts. The role will need strong negotiation skills and people management skills

Promotions and activations: Driving the right mix and activation with the customer through effectively planning the promotions and media investments along with the KAM and category managers is needed for the role to drive the business in the right direction

Cataloguing: The KAE will be working with the content & capability teams for the best in class content on customer platforms. You will be responsible for ensuring perfection in online store execution.

Supply chain: Ensuring that operations are aligned and smooth will be your responsibility so that the business grows on the back of strong supply chain. Maintaining stock levels, ensuring good supply fills to customer and firefighting concerns will be key actionable amongst others

Forecasting: You will be responsible for forecasting the business and planning for stock supplies. Constant interaction with customers to understand their business plans and hence creating an estimate to ensure continuity in supplies is a pivotal activity in this role

Finance: Managing the accounting and settlements with the customer to ensure clean accounting always

Data and analytics: The right candidate must have a bend towards being data centric and ensuring that the business is driven by data and insights. A constant watch for triggers thrown by data with good excel skills should be the endeavor of the right candidate

Examples of activities performed by KAE:
· The KAE needs to liaise with the buyers/merchandising managers to negotiate ops to be run in the account nationally/regionally. He needs to push and drive the HUL Customer Marketing agenda in the account and thereby gain more share of shelf for HUL.
· He/ She needs to use the POS data mining software; look for opportunities for our categories/brand at a city level, and share the same with customer marketing teams so that appropriate plans can be made.
· He/ She needs to manage profitability of the account. He needs to understand the interplay between the various investment and profit drivers and manage them.
· He/ She needs to coordinate with the front end execution teams of the CDM – the MTASs, 3P merchandisers etc; - and ensure that our commitments to the account are met.

About Unilever:
Unilever is one of the world's leading suppliers of Food, Home and Personal Care products with sales in over 190 countries and reaching 2 billion consumers a day.. Unilever has more than 400 brands found in homes around the world, including Persil, Dove, Knorr, Domestos, Hellmann's, Lipton, Wall's, PG Tips, Ben & Jerry's, Marmite, Magnum and Lynx. Our The Unilever Sustainable Living Plan is our blueprint for achieving our vision to double the size of the business, whilst reducing our environmental footprint and increasing our positive social impact. The Plan sets stretching targets to achieve by 2020 and includes how we source raw materials and how consumers use our brands. The scale of our ambition means that we are finding new ways to partner with others in business, government and society.
Faced with the challenge of climate change and the need for human development, we want to move towards a world where everyone can live well and within the natural limits of the planet. That's why our purpose is ‘to make sustainable living commonplace'.
In India, Hindustan Unilever Limited (HUL) is the leading FMCG company in India with a rich heritage of 80+ years. eCommerce sales channel in HUL is the fastest growing sales channel and in a short period of time, we've built some great shopper-centric capabilities and relationships with the biggest Indian Online retailers.
This position will sit in eCommerce sales team and the incumbent will be responsible for setting up the architecture of Performance Marketing with HUL media, IT teams and eCommerce retailers.

Ecommerce and digital are clear growth drivers for Unilever
The consumer packed industry (CPG) is facing an enormous digital growth opportunity. The prominence shift from brick & mortar and related shelf-space towards ecommerce and related new business models, is developing rapidly. Today consumers subscribe on ‘convenience boxes' delivered straight to their home, whereas the rise of disruptive startups offering these services, are altering the existing landscape. The development of new digital capabilities and skills in order to stay competitive in this space are pivotal for Unilever to leverage this digital trend.

We Have:
· >40 brands and two billion people use our brands on any given day
· Global manufacturing, operational and brand marketing infrastructure supporting €53bn turnover and c170K employees.
· Diverse business models and brand portfolio, from Dove, Domestos to Dermalogica.
· The ambition for the team to form the backbone of new e-business model across eCommerce retailers.

The Ecommerce Team Culture:
· Built for agility and entrepreneurship. Crafting capability for in-house deployment as well as capability for managing outsourced partnerships.
· Structured from insight to prototype ,with maximum speed
· Win fast / Fail fast / Scale fast.
· Right Mental Attitude – open communication & walk the talk.