Key Account Manager : Unilever

  • Harare


Main Purpose
Develop and execute with our customers a customer strategy and customer business plan. To develop and implement a plan per selected customer in the Modern Trade channel.
The individual will be responsible for: Profitable growth within selected existing accounts, and to explore further opportunities in this specific business channel to increase reach & penetration.
The Implementation and the optimization of the channel & category strategies.
Strong key account management skills, and the ability to interact with the multifunctional teams, are required to ensure growth. A strong customer focus is essential, as their strategy should be understood. Channel Marketing needs to be embedded in this environment.

Main Accountabilities:
Responsible for the development of strategy and account plans for existing and new accounts/customers.
Develop, Implement & Manage optimal integrated promotion plans (including selling the plan to the customer) while managing promo investments.
Deliver the agreed plan, follow-up on the achievement of counterparts set in trade agreements.
Negotiating Activities (bulk displays / Gondola ends and other in-store activities) to aggressively drive sale out.

Build strong and progressive relationships through all levels with selected customers. Good financial knowledge to manage customer profitability against agreed targets, through effective pricing strategy and implementation.
Follow-up of product listings with selected customers so that growth initiatives can be implemented at Field level.
The ability to turn insight into innovation through new business development, translate latest trends and customers needs into opportunities that deliver growth.
Activate growth plans within the customer’s organization using Unilever structures.
Tracking/measuring the success of growth initiatives (launches and promotions/activations)

Monitor and Report on Customer Performance by tracking customer contribution and market share for major categories.
Acts as active ambassador of Unilever at the customer and of the customer at Unilever.
Liaise with field based team to convert targeted opportunities.
Leverage cross functional teams (marketing and CD) in the delivery of customer plans, to manage current portfolio, innovation and growth.

1. Control & monitor damages, short dated stock or complaints
2. Complete price surveys and stock control sheets
3. Administer Monthly surveys, Monthly reports, and weekly call reports.
4. Making sure that the deals are loaded in the system at the correct pricing
5. Stock reports
6. Customer pricing claims, damages & complaints

Key Skills:
Key account management skills
Ability to interact with multifunctional teams
Strong interpersonal skills.
Negotiation skills
Numerate and analytical skills

Key Requirements:
5 years’ experience in field sales
Customer/channel strategist
Collaboration and relationships
Volume haunt
Customer service

Key Environment:
Line manager, CD Excellence Team, Channel Category Management, Shopper Marketing and Capability Manager.
Jointly develop a customer strategy and business plan with our customers, gain commitment from both the customer and the organization, resource it appropriately, and follow up on execution.

Third party merchandisers, In-store activation agency and Key Accounts.
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.

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