Key Account Manager - Modern Trade

Modern Trade is a strategic department in Customer Development function. We ensure that Customer plans fit with channel/customer and shoppers’ needs in order to maximize benefit for Unilever and our customers.

The Key Account Manager develops and executes joint business plan with assigned customers. He/she is responsible for the achievement of turn over target, the P&L of the assigned categories and the engagement of Unilever cross-functions with such customer group.

Customer Strategy and Business Plan

• Manage the customer P&L for the customer and by categories, counterparts and budget planning.

• Develop relationship with customers.

• Work out a joint customer business plan for his/her respective customer. Lead and execute Joint Business Planning according to the global standards together with the customer.

• Work out a Target Group Management strategic plan for existing businesses.

• Develop and execute a market development plan for Target Groups other than big traders in close collaboration with Customer Marketing.

• Develop, implement and execute a Cell Approach plan in close collaboration with the customer, Category managers and BUD’s.

• Develop and implement a promotional plan with clear roles and objectives of how to drive promotional sales in C&C linked to OPSO program.

• Works in close collaboration with CSP Managers for the category input, and with customer marketing for the customer/channel plan.

• Develop in-store communication activation for channel/customer initiatives.

• Generate insights for the assigned customer/channels (store layout, traffic).

• In charge of in-store extra visibility/highlight display, not execution.

• Develop and guides implementation of customer events.

• Provide clear objectives and deliverables for the field team, under responsibility of Field Operation Team.

• Implement Customer audit.

Negotiation

• Close the deal with the Customer by negotiating the trade terms, trade funding, and counterparts according to the UL strategy on his/her customers.

• Manage overall levels of Customer investments for his/her customers.

• Monitor Customer Performance by tracking customer contribution and market share for major categories.

Play active ambassador role

• Act as active ambassador of Unilever at the customer and of the customer at Unilever.

• Participate actively to the account managers meetings, looking at the best solution for the business even if not in line for his/her customer.