KEY ACCOUNT MANAGER MODERN TRADE

Unilever is currently hiring for a Key Account Manager (Modern Trade)

Function: Customer Development
Reports to: CD Excellence & National Sales Manager
Scope: Country
Location: Ghana
Terms & Conditions: Full-Time; Permanent

ABOUT UNILEVER
With 3.4 billion people in over 190 countries using our products every day, Unilever is a business that makes a real impact on the world. Work on brands that are loved and improve the lives of our consumers and the communities around us. We are driven by our purpose: to make sustainable living commonplace, and it is our belief that doing business the right way drives superior performance. At the heart of what we do is our people – we believe that when our people work with purpose, we will create a better business and a better world.
At Unilever, your career will be a unique journey, grounded in our inclusive, collaborative, and flexible working environment. We don’t believe in the ‘one size fits all’ approach and instead we will equip you with the tools you need to shape your own future.

JOB PURPOSE
The KAM is a senior commercial leadership role with full accountability for the Modern Trade channel in Ghana. The role exists to drive profitable and sustainable growth across all categories by leading complex customer negotiations, translating consumer and customer insights into winning commercial strategies, and fostering strong partnerships with key retailers and buying groups. You will be part of a team that believes in doing work that matters — for people, customers, and the planet.

RESPONSIBILITIES:

• Develop annual and monthly customer account plan for assigned accounts according to Unilever strategy

• Partner with CSP (Customer Strategy and Planning) teams on annual category reviews and range extension.

• Collaborate closely with cross functional teams to ensure all demand inputs from the retailers are accurately captured within the S&OP process.

• Own P&L logic for the Modern Trade channel, with strong focus on pricing architecture, trade investment efficiency, and overall profitability.

• Implement agreed business development strategies for assigned accounts and follow-up the achievement of counterpart terms in the plan.

• Develop optimal promotional plans that support category targets.

• Conduct market analysis to identify customer needs, quantify opportunities, and propose financials for sales accounts.

• Monitor Customer performance (growth & contribution) and categories shares in-store, acting to improve these as required – CATMAN, OSA, SOS

• Cascade the agreed customer plans to the merchandising team for implementation

• Negotiate new remodeling / opportunities at store level.

• Drive maximum visibility in-store (leveraging relationships & merchandisers).

• Regularly conduct customer business review

• Build up strong relationship with customers by high quality services and solutions

Qualifications and Experience

• Minimum 3+ years of experience in a similar role, including people management responsibility.

• Strong FMCG background.

• Proven experience leading complex negotiations with key retailers and/or buying groups.

• Strong commercial and financial acumen, with solid understanding of P&L logic and trade economics.

• University degree required (field of study flexible).

• Trade Marketing experience is considered a plus.

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.