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Distributor Account Manager - Food Service

Job ID:
Customer Development
Kuala Lumpur, Kuala Lumpur
Date posted:
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About the Brand:

Unilever Food Solutions (UFS) is the €2.5bn+ foodservice division of Unilever. It leads the dynamic Food Service market across its categories and has ambitious growth objectives, marketing a range of professional food and beverage products and services to operators across 22 Multi Country Organizations (MCOs) in 67 countries.  We carry a portfolio of local and international brands-- Knorr Professional, Lady’s Choice, Hellmann’s, and The Vegetarian Butcher.

The Purpose of Role:

This role will have the responsibility of selling the complete Unilever Food Solutions (UFS) portfolio into the Malaysia market, focusing on key channels of workplace, hotels, restaurants, café chains, via the right route to market and specialist distributors, pure players or DTO. You will also have responsibility for managing the total UFS portfolio within one of our strategic national foodservice distributors.

This will be achieved by successfully exceeding monthly, quarterly, and annual targets for assigned national accounts and effective planning, strategic account management and strong relationships with nominated national accounts including key management and personnel.

Team Structure:

  • Reporting to: Regional Sales Manager

  • Direct reports: Distributor Sales Representative

  • Indirect reports: 3rd Party Sales Merchandisers/ Rover Team

Key Responsibilities:

  • Formulate account plans and strategies to achieve budgets in nominated Distributors.

  • Execute the right portfolio/innovation to win in the key channels. Reach more operators through emerging channels and bold new partnerships.

  • Create new business plans targeting Small and Medium Enterprises (workplace) in the assigned geography area/market.

  • Pursue and maintain Top 20 SKU ranging.

  • Liaise and provide feedback to SSM regarding market activity and compile reports as requested.

  • Work closely with DSR in training and educating them in the UFS range by conducting regular demonstrations.

  • Ensure all national promotional activities are executed and driven at the branch level.

  • Conduct quarterly and six-monthly reviews with distributors where applicable.

  • Attend all UFS selling skills and chefmanship training sessions.

  • Involvement in trade shows where applicable.


50% of traveling time is required.

Essential Experience/Skill/Knowledge:

  • Experienced Account Manager in FMCG or Food Service background.

  • Customer development experience in a supervisory role.

  • Good understanding of the Malaysian Food Service market.

  • Proven track record in sales, preferably in the Food Service Industry.

Desirable Experience/Skill/Knowledge:

  • Bachelor’s degree in Sales/Marketing/Culinary or Catering disciplines is preferred.

  • Passion for Growth: to demonstrate a “Can-Do“ attitude and leadership to reach outstanding growth levels, able to gain team commitment: to demonstrate high effectiveness in Team Leadership.

  • Change Catalyst: To initiate and drive necessary changes.

  • Strong selling and influencing skills.

  • Good communication skills.

  • Strong Interpersonal skills.

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.

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