Descrição
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