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Inviting Applications for Key Account Manager - Eb2b

Job ID:
Customer Development
Navi Mumbai, Maharashtra
Date posted:
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Main Purpose:-

HUL representative to the accounts and responsible for building strong relationships with customer & key customer stake holders. Create competitive, profitable & sustainable mutual plan with customer & ensure excellent execution of plan to provide growth on various categories & channel.

Main Accountabilities:-

Customer Management

  • Create & maintain positive business relationship with direct end customers by continuously proposing solutions that meet their objectives.
  • Develop and manage sales strategy for each of the designated account customers.
  • Develop strategy for acquiring new customers in line with Unilever strategy.


  • Close the deal with customer by negotiating trade terms, trade funding & counterparts according to Unilever strategy.
  • Manage overall category investments for the customer.
  • Share of Shelf, Face ups alignment with the account. Overall healthy share of shelf to be ensured in the category.

Customer Business Plan

  • Lead and execute Joint Business Planning together with the customer in line with both organization & customer objectives.
  • Develop account specific strategic plans.
  • Generate insights for customer/channel (in store layout, planogramming, traffic).
  • In store visibility/highlight display, continuously improve share of shelf vs competitor to amplify impact of product visibility on consumers.
  • On shelf availability as per the stocking norm set for each SKU.
  • Ensuring service rates.
  • Preparing volume forecasts & plans.
  • Plan regular activations/Joint Marketing Plan to create excitement in the category.
  • Assortment catering to different formats/channels.

Performance Evaluation

  • Measure and review category performance; retail margins and customer profitability.
  • Meet and exceed growth, revenue and market share.


  • Category growth & overall performance (Nielsen, turnover, POS, market shares, field reports)
  • Shopping missions.
  • Shopper understanding.
  • Launch performance (POS).
  • Key call to actions from Joint business planning.


  • Identify new sales opportunities (Up selling/Cross selling).
  • Review sales achievement & create dashboard, scorecards which facilitate informed account management decision making & strategy formulation.
  • Strategies to recruit new consumers & retain existing ones.
  • Assortment differentiation between formats.


  • Growing categories competitively and profitably.
  • Building categories of the future.
  • Sales target achievement.
  • Share of shelf, share of sku base, quality of distribution.
  • In-store execution; Share of promotions.
  • Retail margin and customer profitability.
  • Service levels / on shelf availability.

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