Key Account Manager

JOB PURPOSE

This role exists to drive sustainable business growth and strengthen strategic partnerships by maximizing sales, profitability, and execution excellence across key customer accounts, while aligning customer needs with Unilever’s commercial objectives and brand strategy. You’ll be part of a team that believes in doing work that matters — for people and the planet.

Because here, we don’t just hire for jobs. We invite you to be part of something bigger.

KEY RESPONSIBILITIES

• Deliver annual commercial targets across assigned channels, including turnover (TO), underlying sales growth (USG), and volume.
• Build and nurture strong, trust-based relationships with key customers to drive joint business planning and long-term growth.
• Develop and execute customer-specific strategies, including portfolio, merchandising, and activation plans to enhance category performance.
• Identify customer needs and translate them into tailored commercial solutions that generate measurable business impact.
• Act as the primary point of contact between customers and internal cross-functional teams, ensuring alignment and seamless execution.
• Prepare comprehensive sales briefs for planned initiatives, clearly outlining objectives, timelines, mechanisms, and responsibilities.
• Manage and monitor channel investments against budget, ensuring financial discipline and accurate documentation (e.g., credit notes).
• Conduct regular performance tracking, reporting, and post-evaluation of activities, using insights to drive continuous improvement.
• Lead annual negotiations with key customers and actively contribute to forecasting and volume planning processes.
• Monitor market trends and competitor activities through regular market visits, sharing actionable insights with relevant stakeholders.

REQUIRED QUALIFICATIONS

• Minimum 2 years of experience in a Key Account Manager or similar commercial role (FMCG preferred).
• Strong commercial acumen with proven experience in customer management, negotiations, and delivering business results.
• Proficiency in Microsoft Office tools and CRM systems.
• Working porificiency in English.
• Valid driving license.

PREFERRED QUALIFICATIONS

• Strong analytical skills with the ability to translate data into actionable insights and business recommendations.
• Experience in developing customer development plans and managing joint business planning processes.
• Good understanding of the retail landscape, shopper behavior, and category dynamics.

ADDITIONAL INFORMATION

• Comprehensive health insurance, including access to the Best Doctors Health Insurance program, with the option to extend coverage to family members 
• Life insurance coverage 
• Meal vouchers (one per working day, in line with the cafeteria policy) 
• 25 days of annual leave, with additional holidays granted in accordance with the Benefits Policy Bulgaria 
• Additional €350 bonus for utilizing the full annual leave within the January–December period 
• Family and parental support, including kindergarten allowance and birth allowance 
• Retirement allowance 
• Holiday bonus and additional vouchers, in line with the Benefits Policy 
• 50% reimbursement for memberships with selected sports service providers 
• Hybrid work (3 days working from the office / week)

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.