Skip to main content

Customer Development Manager - Modern Trade

Job ID:
Customer Development
Kuala Lumpur, Kuala Lumpur
Date posted:

Who You Are and What You’ll Do

Develop and execute with our customers a customer strategy and customer business plan and responsible for the achievement of Sales (NIV and Turnover), Market Share and the Profit and Lost (P&L) of his/her customers for the categories as well as for the implementation and the optimisation of the category strategies within the customer.

Team Structure:

  • Reporting to : Senior Group CBDM –  International & Local Modern Trade, MT Operations

  • Direct reports : 1 Assistant Customer Business Development Manager (ACBDM)

Your Role/Key Responsibilities:

Customer Strategy and Business Plan

  • Implement sales strategies from Senior Group CBDM catered for the customers and categories.

  • Meet assigned targets for profitable sales volume and strategic objectives in the customer.

  • Proactively assess, clarify, and validate partner needs on an ongoing basis.

  • Foster excellent communication internally and externally, and through strict adherence to channel rules of engagement.

  • Ensure customer compliance with customer’s agreements.

  • Work in close collaboration with the Category and Channel Team for the category and channel input, and with customer marketing and brand teams for the specific banner/channel plan.

  • Manage promo investment of the customer, ensuring trade term structure (TTS) is spent within allocation.

  • Manage the customer P&L for customer’s respective categories.

  • Provide clear objectives and deliverables for the Assistant Customer Business Development Manager (ACBDM)/field team.

  • Proactively lead annual joint business planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.

  • Consistent deliver quarterly business reviews of Joint Business Planning/Trade Term with customers.

  • Data churning and analysis to provide accurate business requirements for business review presentations to customers.

  • Lead negotiation to close the deal with the customer by negotiating the trade terms, trade funding, and counterparts according to the Unilever strategy on respective categories.

  • Monitor customer performance by tracking customer contribution and market share across categories.

Building Talents and Teams

  • Coach and train ABCDM and CBDE, merchandisers and distributor modern trade sales team members as per guide and or as per team training needs or gaps. 

Plays Active Ambassador Role

  • Acts as active ambassador of Unilever at the customer and of the customer at Unilever. 

  • Participates actively to the account managers’ meetings, looking at the best solution for the business.


50% of the time for travelling.

What You’ll Need To Succeed

  • Experienced in key account management/modern trade.

  • Experienced in FMCG industry.

  • Skilled in developing and implementing customer/channel investment strategy.

  • Experienced in managing a team of direct/indirect reports.

How to Apply:

Please apply online and add your updated resume. Your application will be reviewed against our requirements and we will be in touch to provide you with an update on the status of your application if shortlisted.

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.

Join our talent network

Do you want to stay informed of new roles and programmes, receive interesting updates and relevant content? Then become part of our Unilever talent community so you know what’s going on when.

Join now

Sign up for job alerts

Make sure you see job opportunities when they become available. Just leave a few details below to stay up to date with jobs that suit you and your skills.

Interested InSelect a job category from the list of options. Select a location from the list of options. Finally, click “Add” to create your job alert.

  • Customer Development, Kuala Lumpur, Kuala Lumpur, MalaysiaRemove

Connect with us

We’re always looking to connect with those who share an interest in a sustainable future.

Contact us

Get in touch with Unilever PLC and specialist teams in our headquarters, or find contacts around the world.

Contact us