وصف الوظيفة
Role Overview
Key Account Executive - Home Care at Unilever, based in the UAE. This role manages key accounts in Cluster 3 (Nesto, Sharjah Coops, Westone, Union Coops & Choithram) to drive sustainable sales growth and brand presence across assigned UAE-based accounts.
Company Overview
Unilever operates in over 190 countries with 3.4 billion people using its products daily. The company is driven by the purpose of making sustainable living commonplace, with a belief that doing business the right way drives superior performance. Unilever maintains an inclusive, collaborative, and flexible working environment that equips people with tools to shape their own future.
Role Purpose
To drive sustainable sales growth and brand presence in the UAE by managing key accounts, executing category-specific strategies, and delivering a seamless customer experience aligned with company objectives.
Key Responsibilities
Sales Growth & Account Management
- Manage and grow sales across assigned UAE-based accounts.
- Develop and implement localized sales plans, promotions, and trade initiatives tailored to the UAE market.
- Build and maintain strong relationships with key retail partners and distributors.
- Negotiate pricing, listings, promotional support, and in-store execution with key accounts.
- Unlock white spaces and opportunities within the trade.
Product Availability & Visibility
- Ensure optimal product availability, visibility, and planogram in stores.
- Ensure flawless execution of promotions, displays, and merchandising.
- Drive visibility and brand presence in-store.
Performance Analysis & Reporting
- Analyze sales performance, shopper behavior, and competitor activity within the UAE retail landscape.
- Monitor and report on key KPIs, including sell-in/sell-out data, market share, and ROI on trade spend.
- Analyze POS data, market trends, and consumer insights to inform decisions.
- Use tools like Nielsen, Power BI, or Excel to track performance and market share.
- Oversee stock inventory at the customer end.
Stakeholder Engagement
- Conduct quarterly business reviews with customers to ensure business stability and alignment.
- Deliver compelling pitches and reports to internal and external stakeholders.
- Communicate effectively in both formal and informal settings.
- Influence key decision-makers and manage long-term account partnerships.
Collaboration & Cross-Functional Coordination
- Work cross-functionally with marketing, trade marketing, supply chain, and finance teams.
- Align on strategies and ensure seamless execution.
Qualifications & Experience
- Bachelor's degree in Business Administration, Marketing, or a related field.
- 3–5 years of UAE Health & Beauty market experience in sales or account management, preferably within FMCG or key beauty brands.
- Solid knowledge of UAE retail dynamics, shopper trends, and major retail groups.
- Experience working with distributors and Health & Beauty partners in the UAE is preferred.
- Valid UAE driving license is typically required.
Skills & Competencies
- Fluent in English.
- Proven ability to achieve targets and grow market share in a competitive environment.
- Strong interpersonal, communication, and negotiation skills with multicultural fluency.
- Ability to close deals, negotiate terms, and secure prime shelf placements.
- Experience in driving sell-in and sell-out performance.
- Proficient in data analysis and sales reporting (e.g., Nielsen, POS data, Excel/Power BI).
- Familiarity with key players in the UAE market.
- Knowledge of shopper behavior, cultural preferences, and local regulations.
- Strong financial understanding to spot opportunities and gaps.
- Ability to thrive in a fast-paced, multicultural, and highly competitive market.
- Take proactive steps to identify opportunities and resolve challenges.
- Go the extra mile (e.g. Unilever exclusive events, collaborations).
Key Performance Indicators
- Monthly sales target delivery by customer and category.
- Achieving full year growth for the cluster and category.
- Increasing Unilever brands listing, availability, and space across the channel.
- Gain market share in the respective cluster and customer.
- Maintain positive on-shelf availability (OSA), share of folder, service level, and healthy stock inventory.
Additional Information
Unilever is committed to equity, inclusion, and diversity. The organization welcomes individuals bringing their whole self to work and encourages candidates to advise of any support or access requirements at the time of application.