Personal Care Key Account Executive – WCM & INDI North (MT)

JOB PURPOSE

Modern Trade is a strategic pillar within the Customer Development function. The team ensures that customer plans are aligned with channel dynamics, customer priorities, and shopper needs, thereby maximizing value creation for both Unilever and our retail partners.

The Key Account Assistant Manager is responsible for developing and executing joint business plans with assigned customers. This role plays a critical part in delivering turnover targets, managing category P&L, and fostering strong cross-functional collaboration to accelerate mutual business growth.

KEY RESPONSIBILITIES

1. Customer Strategy & Business Planning

• Manage the full customer P&L by category, including annual budget planning and financial counterpart management.
• Build and nurture strategic partnerships with key customers.
• Lead the development and execution of Joint Business Plans (JBP) in alignment with Unilever’s global standards.
• Create Target Group Management strategies to support growth in existing categories.
• Develop market expansion plans for emerging customer groups, partnering closely with Customer Marketing.
• Co‑develop and implement Cell Approach plans with Category Managers and Business Unit Directors.
• Build promotional strategies with clear objectives to drive incremental sales and support OPSO initiatives.
• Collaborate with CSP Managers for category insights and with Customer Marketing for customer/channel strategies.
• Develop in‑store communication initiatives tailored to channel and customer needs.
• Generate channel and customer insights, including store layout, shopper traffic, and conversion opportunities.
• Oversee in‑store visibility and highlight display programs (execution handled by Field Operations).
• Lead the planning and guidance for customer‑engagement events.
• Set clear performance objectives and deliverables for the Field Operation Team.
• Ensure timely execution of customer audits and compliance requirements.

2. Negotiation & Customer Performance Management

• Lead negotiations with customers on trade terms, trade funding, and joint business commitments in alignment with Unilever’s strategic priorities.
• Manage overall trade investment levels and ensure optimal allocation across customer activities.
• Monitor customer performance through key metrics such as customer contribution, category share, and profitability.
• Implement corrective action plans where necessary to safeguard business objectives.

3. Cross‑Functional Leadership & Ambassador Role

• Represent Unilever as the key contact for assigned customers, and advocate for customer needs within internal teams.
• Actively participate in Account Manager forums to identify cross‑customer solutions that benefit the business overall.
• Lead and influence cross‑functional teams (Marketing, Supply Chain, Finance, Category Development) to enable seamless customer plan execution.

REQUIRED QUALIFICATIONS

• Minimum 3 years of experience in Customer Development, Account Management, Customer Marketing, Trade Category Management, or Field Sales.
• Experience in both customer‑facing roles and brand‑building functions is highly desirable.
• Strong commercial acumen with proven experience managing P&L and customer negotiations.
• Excellent stakeholder management and relationship‑building skills.
• Strong analytical and problem‑solving capability, with the ability to translate insights into actionable plans.
• Ability to work cross‑functionally in a fast‑paced, matrix environment.

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.