وصف الوظيفة
Role Overview
Assistant Key Account Manager - KSA at Unilever. This role is based in the Kingdom of Saudi Arabia and focuses on selling, negotiation, and facilitation of orders for assigned customers at store level.
Company Overview
Unilever operates in over 190 countries with 3.4 billion people using its products every day. The company is driven by its purpose to make sustainable living commonplace, and believes that doing business the right way drives superior performance. Unilever provides an inclusive, collaborative, and flexible working environment where employees can shape their own career journey.
Role Purpose
You are responsible for the selling, negotiation, and facilitation of orders for assigned customers at store level, in alignment with the Customer Business Plan and channel strategy. You will nurture effective relationships by understanding how the customer operates, close target gaps, and scout for growth opportunities.
Key Responsibilities
Operational Performance Delivery
- Deliver the Customer Business Plan and develop corrective actions for performance shortfalls or upside based on plan execution in the short term.
- Sell and negotiate within agreed parameters set by the NKAM/KAM for the customer relationship strategy.
- Own the selling process end to end within relevant stores, including pricing, order placement, delivery, and all administrative tasks arising from transactions.
- Optimize the claims management process for assigned customers.
- Ensure end-to-end TTS process execution from forecasting to accrual.
- Validate that claims are received and validated, disputes are cleared, and customer payments are made on time in full.
- Ensure Perfect Store execution of the plan by Field Sales through data analysis of PS scores.
- Include learnings from PS analysis in ongoing improvements.
Promo and Non-Promo Planning & Execution
- Manage total trade spend, along with terms, conditions, and transfer of funds and budgets in sync with business objectives.
- Determine promotional tactics, frequency, and other promo attributes, leveraging TPO to optimize plans for customers and region.
- Review the Promo plan with focus on pre-evaluation of all TTS spend to ensure the right activity is included to maximize ROI.
- Confirm promo details with the customer and determine opportunistic promo activity.
- Manage changes to rebates and live rates including terms, conditions, funds overspend, and term payment approval.
- Analyze profit pool and review CCD building blocks for non-promo planning.
- Update the annual plan through monthly review of the promo grid which feeds the S&OP cycle for volume and TTS.
Internal Customer Management
- Work closely with the operations team to manage day-to-day operational execution including Perfect Store ownership.
- Minimize stock levels, damaged stock, and claims.
- Ensure rotation of stock and avoid high stock levels.
- Collaboratively build the S&OP forecast in alignment with the KAM/NKAM on turnover assumptions, budgets, and channel strategy.
- Agree on activities with Category Teams when performance gaps occur versus the CBP before agreeing with customers.
People Development
- Land CD Capability building priorities and focus skills to Future Fit the people and business.
- Identify and execute a range of pilots and experiments that help the category build an in-market edge.
- Develop new capabilities for the team through experimentation.
- On-board new hires, interns, and movers to customer dynamics and Unilever Ways of Working.
- Nurture a culture of Purpose and lifelong learning.
Qualifications & Experience
- Proven negotiation track record at Customer Facing Management level (Essential)
- Experience in working across multiple business teams and balancing multiple priorities (Essential)
- High degree of business acumen (Essential)
- Experience in different range of Categories & Innovations including BPC, HC, or F&R (Desirable)
- Experience with Nahdi (Desirable)
- Experience in Pharmacy Business (Desirable)
Skills & Competencies
- Build and maintain collaborative relationships and manage effectively at store and customer level.
- Develop compelling selling stories that land key priorities and drive mutual growth.
- Understand channel and customer levers to influence and negotiate.
- Build relationships across all levels of the organization internally and externally.
- Strong bias for action to drive change across multiple markets and stakeholders.
- Business Development and channel strategy building.
- Deliver fantastic results and demonstrate resilience.
- Serve as an example to others through your results and conduct.
- Constantly seek better ways of doing things and engage collaboratively with others.
- Focus on consumer needs and what they require.
- Interpret evidence and data smartly to spot issues and opportunities for improvement.
- Take responsibility for your own wellbeing and delivery of high standards of work.
Additional Information
Unilever is committed to equity, inclusion, and diversity to drive business results and create a better future for diverse employees, global consumers, partners, and communities. The organization encourages individuals to bring their 'Whole Self' to work and provides support and access requirements upon request during the recruitment journey.