Key Account Executive- (Health & Beauty)

Job Description

Company Profile:At Unilever you are more than your job title, you are part of the world?s most successful, purpose-led business. Work with brands that are well-loved around the world, that improve the lives of our consumers and the communities around us.We produce world-leading brands including Lipton, Knorr, Dove, Axe, Hellmann?s and Omo, alongside trusted local names and innovative-forward thinking brands like Ben & Jerry?s, The Dollar Shave Club and Surf.Be part of the most successful purpose-led business in the world. Have the opportunity to see the true impact that you?re having in the work you do - every small thing counts.Context & Main Purpose of Job:Responsible for the selling, negotiation, and facilitation of orders for the assigned customers at store level, in alignment to the CBP and channel strategy, by nurturing effective relationships through understanding the way the customer operates while also closing any target gaps & scouting for growth opportunities.Key Responsibilities / Focus Areas:Operational Performance Delivery

• Deliver the Customer Business Plan and develop corrective actions for performance shortfall or upside based on plan execution in the short-term.
• Sell and negotiate, within the agreed parameters set by the NKAM/KAM for the customer relationship strategy. Owns this process end to end, within relevant stores, including pricing, order placement, delivery and all admin that arises from the transaction.
• Responsible for optimizing the claims management process in their customers. Ensure end to end TTS process is executed from forecasting to accrual, to ensuring claims are received, validated, disputes cleared, and customer payments are made on time in full.
• Ensure Perfect Store execution of the plan by Field Sales through data analysis of the PS scores and include learnings in ongoing improvements.

Promo / Non-promo Planning & Execution

• Manage total trade spend, along with terms and conditions and transfer of funds and budgets in sync with business objectives.
• Determines tactics, frequency, and other promo attributes, leveraging TPO to optimize plans for customers / region.
• Review the Promo plan with focus on pre-evaluation of all TTS spend to ensure that the right activity is included in the plan to maximize ROI.
• Confirm promo details with customer, determine opportunistic promo activity, and manage changes to rebates and live rates (terms, conditions, funds overspend, term payment approval)
• Analyze profit pool & review CCD building blocks (non-promo plan)
• Update the annual plan through the monthly review of the promo grid which feeds the S&OP cycle (volume and TTS)

Internal Customer Management:

• Work closely with the operations team to manage day to day operational execution (inc. Perfect Store ownership) to minimise out of stocks, damaged stock & claims, ensure rotation of stock, and avoid high stock levels.
• Collaboratively build the S&OP forecast in alignment with the KAM/NKAM on TO assumptions, budgets, and channel strategy.
• Agree on activities with Category Teams when performance gaps occur vs the CBP before agreeing with customers accordingly.

KPI?s and Dimensions

• Business delivery/growth: USG and GM
• Customer / Channel growth
• Compliance to CD fundamentals OTiF (Perfect store compliance, OPSO, CotC) and key CD projects
• Positive Customer service survey results
• Delivery of new channel pilots & learnings

Standards of Leadership in focus:

• Passion for High Performance
• Consumer Love
• Agility

Key Internal Interfaces

• Customer Marketing
• Customer Service
• CD Excellence & Capability
• H&B and wider KSA CD teams

Key Skills & Knowledge:

• Customer Relationships - ability to build and maintain collaborative relationships and manage effectively at a store/customer level.
• Selling, Influencing, and Negotiation ? understanding channel & customer?s levers to build compelling selling stories that land key priorities and drive mutual growth.
• Stakeholder management: strong ability to build relationships across all levels of the organisation (internally & externally).
• Strong Bias for action to drive through change with multiple markets /stakeholders

Relevant Experiences ?E? (essential) or ?D? (desirable):

• Proven negotiation track record at Customer Facing Management level (E)
• Experience in different range of Categories & Innovations (BPC, HC, or F&R) (D)
• Experience in working across multiple business teams and balancing multiple priorities (D)
• Experience in Pharmacies or similar customers (D)
• High degree of business acumen (E)

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.

Keyskills :