Assistant Key Account Manager - KSA

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. We don’t believe in the ‘one size fits all’ approach and instead we will equip you with the tools you need to shape your own future.

JOB PURPOSE

Unilever is the place where you can bring your purpose to life with the work that you do – creating a better business and a better world. In context you are 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.

If you have a Proven negotiation track record at Customer Facing Management level, Experience in working across multiple business teams and balancing multiple priorities then this role is just for you!

WHAT WILL YOUR MAIN RESPONSIBILITIES BE

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.

WHAT YOU NEED TO SUCCEED

Experiences & Qualifications ’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 (E)
• Experience with Nahdi
• Experience in Pharmacy Business
• High degree of business acumen (E)

Skills

• Customer Relationships – the 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 organization (internally & externally).
• Strong Bias for action to drive through change with multiple markets /stakeholders.

Business Development & channel strategy building.

Leadership

• You are energized by delivering fantastic results. You are an example to others – both your results and your resilience. You are constantly on the lookout for better ways to do things, engaging and collaborating with others along the way.
• As an individual you are the one responsible for your own wellbeing and delivering high standards of work. You must also focus on the Consumer and what they need. You are humble and have your head up, looking around to interpret evidence and data smartly, spot issues and opportunities to make things better.

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.

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