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Job description / Role
Every day, around the world, people reach for Unilever products. Our brands are trusted everywhere and, by listening to the people who buy them, we've grown into one of the world's most successful consumer goods companies. In fact, 150 million times a day, someone somewhere chooses a Unilever product.
Look in your fridge, or on the bathroom shelf, and you're bound to see one of our well-known brands. We create, market and distribute the products that people choose to feed their families and keep themselves and their homes clean and fresh.
Our Corporate Strategy aims to double the size of our business while reducing our environmental impact by 2020. As a result, in the months and years to come, we envisage many opportunities for our staff to progress and gain vital experience. It's never been such an exciting time to join the Unilever team.
Job Position: Key Account Manager - Chains
Function: Customer Development
WL: WL1E
Reports to: Head of Chains - MEPS
Scope: Local
Location: Dubai
Business Context and Main Purpose of the Job
- To deliver quarterly and annual Sales KPI for assigned region and/or customers
- To increase brand share in assigned region / customers by building excellent business relationship with customers via solution selling
Main Accountabilities
- Develop annual and monthly customer account plan for assigned accounts according to Unilever Food Solutions (UFS) strategy to ensure turnover, volume, distribution, and gross margin target are met
- Do up menu analysis by customer in order to identify both short and long term business opportunity together with action plan which is in line with Food Solution strategy/direction
- Implement agreed business development strategies for assigned accounts
- Effectively manage trading terms and monitor growth plan
- Gain insight & understanding into chain operators and leverage these commercial insights with channel marketing to create sustainable profitable business for both parties
- Drive Solution / Concept selling via Ideation sessions and manage entire process from initial stage to launch stage.
- Negotiate on price with customer to ensure the total volume and profit target are met.
- Regularly conduct customer business review
- Build up strong relationship with customers by high quality services and solutions
- Co-ordinate with internal business support from chef, Research & Development, Supply Chain, Channel Marketing and related functions in order to ensure smooth and efficient operations to support the business growth plan
- Implement other activity as directed by Line Manager
- Compliance with Unilever Code of Business Principles and safety standard
Direct Reports
Key Interfaces
- NA
- Chef Team
- Channel Marketing
- Research & Development
- Supply Chain
- Finance
Requirements
Key Skills
- Relevant Experience
Essential:
- Strong Key Account Management experience
- Excellent negotiation and presentation skills
- Excellent analytical Skills
- Minimum 5 years of sales experience, with minimum 2 year in key account management
- Well versed with MS office applications
Desirable:
- Preferably with experience and knowledge in food services and catering business
About the Company
Unilever is one of the leading FMCG company with 400 brands spanning 14 categories of home, personal care and foods products, no other company touches so many people's lives in so many different ways.
Our brand portfolio has made us leaders in every field in which we work. It ranges from much-loved world favourites including Lipton, Knorr, Dove and Omo, to trusted local brands such as Blue Band and Suave.
From comforting soups to warm a winter's day, to sensuous soaps that make you feel fabulous, our products help people get more out of life.
We're constantly enhancing our brands to deliver more intense, rewarding product experiences. We invest €1 billion every year in cutting edge research and development, and have five laboratories around the world that explore new thinking and techniques to help develop our products.