Key Accounts Manager

5 days ago

Johannesburg, Gauteng, South Africa Unilever Full time

Key Accounts Manager (KAM) – Route to Market

Key Accounts Manager (KAM) – Route to Market

Unilever is hiring for a (Key Accounts Manager) KAM – Route to Market

Function: Food Solutions

Reports to: NAM RTM – Cash & Carry & Bidfood

Scope: Local

Location: South Africa (Durban/Johannesburg)

Terms & Conditions: Full time

ABOUT UNILEVER

With 3.4 billion people in over 190 countries using our products every day, Unilever is a business that makes a real impact on the world. Work on brands that are loved and improve the lives of our consumers and the communities around us. We are driven by our purpose: to make sustainable living commonplace, and it is our belief that doing business the right way drives superior performance. At the heart of what we do is our people – we believe that when our people work with purpose, we will create a better business and a better world.

At Unilever, your career will be a unique journey, grounded in our inclusive, collaborative, and flexible working environment.

UFS

Unilever Food Solutions (UFS) is the €2.5bn+ foodservice division of Unilever, across 22 Multi Country Organizations (MCOs) in 72 countries. It leads the dynamic food service market across its categories and has ambitious growth objectives.

JOB PURPOSE

As the Key Account Manager for route to market, you will be responsible for delivering the customer strategy of UFS as guided by annual IBP plans. Driven by strong key account management skills and great execution with both direct and indirect customers, you will build an engagement strategy via both offline & online with customers to deliver business growth targets i.e. Turnover, volume, reach & penetration.

WHAT WILL YOUR MAIN RESPONSIBILITIES BE (But not limited to):

  • Accountable for delivering business target for the assigned territory/area/region and Customer P&L i.e., turnover, volume, reach & penetration.
  • Build & Nurture relationships with trade, wholesalers (distributors) C&C's & its teams including DSRs/CRO's.
  • Design full strategic route to market plans using Miller Heiman principles.
  • Develop, maintain, and execute customer account plans/joint business plans with trade partners including trade term agreement, sell out activities and engagement with clear KPIs (Sell-out – Volume, Reach, Penetration).
  • Ensure scorecards populated by BEX Data team are used in all planned customer reviews.
  • Ensure trading terms are signed off and that scorecards are submitted timeously.
  • Submit Proof of Agreement of promotions tied up in trade for timely creation of rebate accruals to Line Manager.
  • Drive data sharing agreements with trade partners for SSD of offline/online sales out as per agreed UFS data roadmap.
  • Focus on data driven opportunities in all sales out activities that can be effectively measured.
  • Input of all planned customer activity into a UFS customer activity grid.
  • Use all data effectively, i.e. insights into actions into plans that enable increased turnover, volume, reach and penetration.
  • Responsible for accurate forecasting based on planned sales in/out activity.
  • Conduct financial analysis for planned sales in/out activity via ROI - OPSO and Promo Analysis and ensure that this is signed off by the relevant SOA approver.
  • Focus on creation on brand awareness and portfolio opportunity at trade partner customer days and trade shows.
  • Collaborate with Demand Creation Chefs for Trade Partner/DSR/CRO Culinary trainings needed.
  • Focus on digital selling by working with trade partners to generate demand creation towards either UFS.com or via traffic to own trade partners platforms.
  • Use data driven recommendations for cross selling.
  • Drive engagement for trade partners as per defined contact strategy for the assigned territory.
  • Close collaboration with trade/RTM/C&C team to ensure implementation of promotions by ensuring adequate stock availability and customer related activity to drive sell-out.
  • Negotiating trade terms including secondary displays, primary share of shelf & other in-store activity to aggressively drive sales out with trade partners.
  • Monitor stock FIFO implementation, aging and align actions with distributor Trade & C&C's to minimize business waste.
  • Have a deep understanding of the competitor landscape and track pricing, in market activity and new launches.
  • Ensure timely submission & settlement of distributor claims (with appropriate supporting documents) from trade partners.

Experiences & Qualifications

Minimum:

  • Relevant Sales Qualification
  • 2-3 years of working experience in similar function in FMCG
  • Proven track record in sales, preferably in the Foodservice Industry

Preferred:

  • Industry knowledge for trade customers (RTM Customers)
  • Account management.

Skills:

  • Impactful Customer Engagement
  • Full understanding of all Customers & UFS solutions (research & pre-call planning)
  • Business Insights to Activation Solution Selling
  • Sound understanding of all Offline & Online Touchpoints
  • Familiarity of UFS CD Cycle which includes Planning of call Cycles
  • Customer Business Planning
  • Strategic Selling Skills

Leadership

  • You are energized by delivering fantastic results. You are an example to others – both your results and your resilience.
  • As an individual you are the one responsible for your own wellbeing and delivering high standards of work.

Unilever embraces diversity and encourages applicants from all walks of life This means giving full and fair consideration to all applicants and continuing development of all employees regardless of age, disability, gender reassignment, race, religion or belief, sex, sexual orientation, marriage and civil partnership, and pregnancy and maternity.

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