This role is responsible to manage modern sales and distributors performance delivery as well
as to grow the Business (Secondary sales), MT profitability and delivery of perfect stores by:
- Own and grow the relationship with key accounts
- Develop and execute Joint Business Plans (JBPs) to drive sales, visibility, and category growth
- Lead negotiations on trading terms, promotional support, and in-store activations
- Analyze sales performance, shopper behavior, and market trends to identify growth opportunities
- Collaborate cross-functionally with marketing, trade marketing, supply chain, and finance to ensure flawless execution
- Monitor competitor activity and recommend proactive strategies to maintain competitive advantage
- Drive excellence in-store through planogram compliance, POSM deployment, and promotional execution
- Ensure accurate forecasting and timely replenishment to maintain optimal stock levels
Experience & Qualification
- Bachelor’s degree in Business, Marketing, or related field
- Minimum 3–5 years of experience in Key Account Management, preferably in FMCG and minimarket channels
- Strong negotiation and relationship management skills
- Proven track record in delivering sales targets and managing trade spend
- Analytical mindset with proficiency in Excel and data tools (e.g., Power BI)
- Excellent communication and stakeholder management skills
- Ability to work independently and collaboratively in a fast-paced environment
Skill
- Account Management: Ability to manage and grow key minimarket accounts
- Negotiation: Skilled in negotiating trading terms, promotions, and joint business plans
- Business Planning: Experience in developing and executing Joint Business Plans (JBPs)
- P&L Understanding: Strong grasp of profit and loss drivers and trade investment ROI
- Data Analysis: Proficient in analyzing sales data, market trends, and shopper insights
- Forecasting: Ability to manage demand planning and ensure stock availability
- Tools Proficiency: Skilled in Excel, PowerPoint, and data platforms (e.g., Power BI)
- In-store Execution: Understanding of planogram compliance, POSM deployment, and promotional mechanics
- Project Management: Ability to lead cross-functional initiatives and ensure timely execution
- Attention to Detail: Ensures flawless execution of trade activities and activations
Leadership
- You are energized by delivering fantastic results. You are an example to others – both your results and your resilience. You are constantly on the lookout for better ways to do things, engaging and collaborating with others along the way.
- As an individual you are the one responsible for your own wellbeing and delivering high standards of work. You must also focus on the Consumer and what they need. You are humble and have your head up, looking around to interpret evidence and data smartly, spot issues and opportunities to make things better.
- Critical SOL (Standards of Leadership) Behaviors
PASSION FOR HIGH PERFORMANCE: Takes personal responsibility and accountability for execution and results. Has an owner’s mindset, using data and insight to make decisions.
PERSONAL MASTERY: Sets high standards for themselves. Actively builds own wellbeing and resilience.
CONSUMER LOVE: Whatever their role, always looks for better ways to serve consumers. Invests time inside and outside to understand the needs of consumers.
PURPOSE & SERVICE: Has humility, understanding that leadership is service to others, inside and outside Unilever.
AGILITY: Explores the world around them, continually learning and developing their skills.
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.
