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Key Account Manager (Modern Trade/Cash & Carry) - 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:

A successful Key Account talent ensures distribution and maintain required stock weight of Unilever Food Solutions product in the International Modern Trade (IMT), Local Modern Trade (LMT), Cash & Carry and Wholesaler segment. Critical deliver of good execution, implementing effective standard operating procedures and maintaining existing sales within assigned customers at given sales territory. KAM analyse issues and opportunities in the business/market to capture a greater market share from competitors/retailers’ house-brands.

Team Structure:

  • Reporting to: Regional Sales Manager

  • Direct reports: Asst. Key Account Manager

  • Indirect reports: DSR/ Sales Merchandisers

Key Responsibilities:

  • Deliver responsible Sell-In to trade via execution of Trade Marketing strategy.

  • Execute Permanent Journey Plan and stock card to ensure productivity and efficiency.

  • Responsible for effective promotions, planning, proposals, and execution include tracking, monitoring and spend within budget allocated by the company.

  • Accountable for Sales Order based on target by customer and territory.

  • Ensure EDGE (every day great execution) and winning in-store with strong Customer Development Fundamentals (Distribution, Pricing, Shelving and Merchandising).

  • Manage Goods Received Note according to Unilever guidelines.

  • Good observation skill at Trade with Market & Competition insights.

  • To assist Distributor Account Manager/Asst. Distributor Account Manager/Modern Trade Key Account Manager in developing business plan, review, and trading terms/business contract with customers. 

  • Manage existing Modern Trade, Cash & Carry and Wholesaler accounts for sales expansion, or open new accounts within territory. Increase SKU penetration based on business strategy and execute Marketing promotion activities/Channel activation to achieve set target.                  

  • Conduct wet-sampling demo for customers to maximise SKU range use in the outlets. 

  • Continuously build productive relationship with customers.

Key Stakeholders:

  • Internal: Distributor Account Manager/ Asst. Distributor Account Manager, Modern Trade Key Account Manager, Trade Marketing, Customer Service

  • External: Trade Buyers


50% of traveling time is required.

Essential Experience/Skill/Knowledge:

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

  • Experience with FMCG or Foodservice background.

  • Good understanding in Malaysia Food Service industry.

Desirable Experience/Skill/Knowledge:

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

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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