Customer Manager - Big C Fab Sen

AboutUnilever

With3.4billionpeopleinover190countriesusingourproductseveryday, Unileverisabusinessthatmakesarealimpactontheworld.Workonbrandsthatarelovedandimprovethelivesofourconsumersandthecommunitiesaroundus.Wearedrivenbyourpurpose:tomakesustainablelivingcommonplace, anditisourbeliefthatdoingbusinesstherightwaydrivessuperiorperformance.Attheheartofwhatwedoisourpeople–webelievethatwhenourpeopleworkwithpurpose,wewillcreateabetterbusinessand abetterworld. 

AtUnilever,yourcareerwillbeauniquejourney,groundedinourinclusive,collaborative, andflexibleworkingenvironment.Wedon’tbelieveinthe‘onesizefitsall’approachandinsteadwewillequipyouwiththetoolsyouneedtoshapeyourownfuture.

Job Purpose
The Customer Manager is responsible for driving sustainable and profitable growth across assigned Modern Trade customers by developing and executing customer business plans, leading commercial negotiations, and delivering category growth through superior in-market execution.

The role serves as the primary business partner to assigned customers and is accountable for achieving turnover, market share, profitability, and execution targets through strong customer relationships, joint business planning, and effective cross-functional collaboration.

Key Responsibilities
Customer Management & Business Development

• Develop and execute customer business plans aligned with company growth objectives.
• Build strong relationships with key customer decision-makers and stakeholders.
• Lead annual negotiations and commercial discussions with assigned customers.
• Drive customer-specific growth initiatives to achieve turnover and profitability targets.
• Identify new opportunities to grow distribution, assortment, and category performance.

Joint Business Planning

• Lead the development and execution of Joint Business Plans (JBPs) with assigned customers.
• Translate category and brand strategies into customer-specific growth plans.
• Monitor customer performance and proactively identify risks and opportunities.
• Drive alignment between customer priorities and company business objectives.

Sales Performance Delivery

• Deliver monthly, quarterly, and annual sales targets.
• Drive growth in turnover, volume, market share, and profit across assigned accounts.
• Monitor customer KPIs and take corrective action where necessary.
• Ensure achievement of key commercial and execution metrics.

Trade Investment Management

• Manage customer investments and promotional spending within approved budgets.
• Evaluate return on investment of promotional activities and customer initiatives.
• Ensure optimal allocation of trade investments to maximize business returns.
• Monitor and control customer profitability.

Execution Excellence

• Ensure flawless execution of agreed promotions, launches, and commercial initiatives.
• Drive distribution, assortment, visibility, and availability objectives.
• Collaborate with field sales teams to ensure excellent in-store execution.
• Monitor competitor activities and recommend actions to maintain competitive advantage.

Cross-functional Collaboration

• Partner closely with Marketing, Supply Chain, Finance, CSP, and Customer Operations teams.
• Ensure alignment across functions to deliver customer commitments.
• Lead issue resolution and drive customer service excellence.
• Support innovation and renovation launch within customers.

Experience & Skills

• Minimum 3 years experience in Sales, Modern Trade, Key Account Management, or Customer Development.
• Strong negotiation and influencing capability.
• Strong commercial and financial acumen.
• Ability to manage customer P&L and trade investments.
• Strong analytical and problem-solving skills.

Preferred

• FMCG experience.
• Experience managing national key accounts.
• Experience leading Joint Business Planning processes.
• Knowledge of category management and customer profitability

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