Key Account Executive

2 weeks ago

المملكة العربية السعودية, Saudi Arabia Unilever Full time

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 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.

Job Scope:
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.

Roles & Responsibilities:
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, and 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 the 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 minimize 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.

People Development
- Land CD Capability building priorities and focus skills to Future Fit the people & business.
- Identifying and executing a range of pilots/experiments that will help the category build an in-market edge and develop new capabilities for the team.
- On-board new hires, Interns, and movers to customer dynamics and UL Ways of Working.
- Nurture a culture of Purpose & lifelong learning.

Key Competencies & Skills:

- Bachelor’s degree in Business
- +2 Years of Experience in key account management experience within FMCG industry
- Passion for Growth
- Build Customer Relationships
- Team Commitment
- Objective Analytical Power
- Influencing Others
- Developing yourself
- Stakeholder management
- Excellent communication skills

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