Route to Market Key Accounts Manager
UnileverSouth Africa1 day ago
Job descriptionWHAT WILL YOUR MAIN RESPONSIBILITIES BE (But not limited to) : Accountable for delivering business target for the assigned territory / area / region and Customer P&L ie., turnover, volume, reach & penetration, eComm & digital targets. Build & Nurture relationships with trade, wholesalers (distributors) C&C’s & its teams including DSRs / CRO’s. Design full strategic route to market plans using Miller Heiman principles. Develop, maintain, and execute customer account plans / joint business plans with trade partners including trade term agreement, sell out activities and engagement with clear KPIs (Sell-out – Volume, Reach, Penetration, eComm) Ensure scorecards populated by BEX Data team are used in all planned customer reviews. Ensure trading terms are signed off and that scorecards are submitted timeously Submit Proof of Agreement of promotions tied up in trade for timely creation of rebate accruals to Line Manager Drive data sharing agreements with trade partners for SSD of offline / online sales out as per agreed UFS data roadmap. Focus on data driven opportunities in all sales out activities that can be effectively measured. Input of all planned customer activity into a UFS customer activity grid Use all data effectively, ie insights into actions into plans that enable increased turnover, volume, reach and penetration. Responsible for accurate forecasting based on planned sales in / out activity. Ensure activities and corresponding spend are given to Line Manager as part of S&OP process. Conduct financial analysis for planned sales in / out activity via ROI - OPSO and Promo Analysis and ensure that this is signed off by the relevant SOA approver. Focus on creation on brand awareness and portfolio opportunity at trade partner customer days and trade shows. Collaborate with Demand Creation Chefs for Trade Partner / DSR / CRO Culinary trainings needed. Focus on digital selling by working with trade partners to generate demand creation towards either UFS.com or via traffic to own trade partners platforms Use data driven recommendations for cross selling. Drive engagement for trade partners as per defined contact strategy for the assigned territory ie., Performing F2F calls (and virtual when needed) via local CRM tool. Close collaboration with trade / RTM / C&C team to ensure implementation of promotions by ensuring adequate stock availability and customer related activity to drive sell-out. Negotiating trade terms including secondary displays, primary share of shelf & other in-store activity to aggressively drive sales out with trade partners. Monitor stock FIFO implementation, aging and align actions with distributor Trade & C&C’s to minimize business waste. Have a deep understanding of the competitor landscape and track pricing, in market activity and new launches Ensure timely submission & settlement of distributor claims (with appropriate supporting documents) from trade partners. Relevant Sales Qualification 2-3 years of working experience in similar function in FMCG Proven track record in sales, preferably in the Foodservice Industry Industry knowledge for trade customers (RTM Customers) Account management. Full understanding of all Customers & UFS solutions (research & pre-call planning) Business Insights to Activation Solution Selling Sound understanding of all Offline & Online Touchpoints Familiarity of UFS CD Cycle which includes Planning of call Cycles Customer Business Planning 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. BUSINESS ACUMEN : Creates sustainable growth with purpose, engaging different partners across the system for change.
#J-18808-Ljbffr
Create a job alert for this search
Key Account Manager • South Africa
Related jobs
Location : South Africa - Remote.Employment Type : Full-Time (EST Timezone).Type of contract : Independent contractor .We’re seeking a versatile Account Manager to join a growing team specializin...Show moreLast updated: 13 days ago
- Promoted
Account Manager (Senior), Retention, Road Logistics
DSVZA Job title : Account Manager (Senior), Retention, Road Logistics.The retention account manager is responsible for nurturing and expanding relationships with an organization's most significant client...Show moreLast updated: 30+ days ago
43331289644 - Account Manager
Activate TalentZARemote
Quick Apply