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Key Account Manager, Chains

Job ID: R-16351 Category: Customer Development Location: Kuala Lumpur, Kuala Lumpur Date posted: 06/09/2021
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The Purpose of Role:

The Chains Account Manager is responsible for the management and development of selected chains accounts (International/Local Chains Account) which is generally within a defined geography, in order to create and sustain demand to maximize business growth. They are the day to day contact for the customer and are responsible for delivery of customer targets for their area.

Team Structure:

  • Reporting to:  Head of Sales 

Key Responsibilities:

  • Cascade and translate strategy - into action plans for team / customers.

  • Input, understand and align with appropriate Channel business plan.

  • Win and retain profitable business with chain customers.

  • Improve profitability by measuring and managing customer contribution.

  • Develop in conjunction with channel marketing, activity for differentiation.

  • Deliver the Grip, Grab, Growth (GGG) KPI’s for chain accounts locally.

  • Negotiate business terms in each customer to reach the most effective conditions for Unilever.

  • Gain insight & understanding into how our chain operators make money. Leverage these commercial insights with Channel marketing to create sustainable profitable business for both parties.

  • Communicate regularly with relevant colleagues in Push, Chefs, OFS, & Marketing to leverage specialist capabilities as required e.g. OFS collage on specific outlets for activation.

  • Obtain and feedback information about competitors and their activities on the market.

  • Control and manage assigned budgets for selling support in line with Unilever policies and strategy.

  • Co-ordinate with Supply Chain Team for demand planning


50% of traveling time is required. Now limited due to MCO.

Essential Experience/Skill/Knowledge:

  • Bachelor’s Degree.

  • Relevant experience in field sales/key account management/modern trade

  • Experience in FMCG or Food Service industry.

  • Good knowledge and connection in HORECA business

Desirable Experience/Skill/Knowledge:

  • Passion for Growth: to demonstrate “Can-Do “attitude and leadership to reach outstanding growth levels.

  • Change Catalyst: To initiate & drive necessary changes.

  • Develop self and others. Strong coaching and interpersonal skills. Able to lead, manage and drive the team.

  • Have a basic Culinary Skill.

  • Good negotiation skill.

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.

About Unilever:

Be part of the world’s most successful, purpose-led business. Work with brands that are well-loved around the world, that improve the lives of our consumers and the communities around us. We promote innovation, big and small, to make our business win and grow; and we believe in business as a force for good. Unleash your curiosity, challenge ideas, and disrupt processes: use your energy to make this happen. Our brilliant business leaders and colleagues provide mentorship and inspiration, so you can be at your best. Every day, many Malaysian households use our products to feel good, look good and get more out of life-giving us a unique opportunity to build a brighter future.

Every individual here can bring their purpose to life through their work. Join us and you will be surrounded by inspiring leaders and supportive peers. Among them, you will channel your purpose, bring fresh ideas to the table, and simply be you. As you work to make a real impact on the business and the world, we will work to help you become a better you.

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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