Key Accounts Assistant Manager

Role Overview

Key Accounts Assistant Manager at Unilever. You will be responsible for selling, negotiation, and facilitation of orders for assigned customers at store level, in alignment with the Customer Business Plan and channel strategy.

Role Purpose

You are responsible for the selling, negotiation, and facilitation of orders for assigned customers at store level, in alignment to the CBP and channel strategy, by nurturing effective relationships through understanding the way the customer operates while also closing any target gaps and scouting for growth opportunities.

Key Responsibilities

Customer Business Plan & Performance

• Deliver the Customer Business Plan and develop corrective actions for performance shortfall or upside based on plan execution in the short-term.
• Sell and negotiate within the agreed parameters set by the NKAM/KAM for the customer relationship strategy.
• Own the selling and negotiation process end to end within relevant stores, including pricing, order placement, delivery, and all administrative tasks that arise from the transaction.
• Analyze profit pool and review CCD building blocks for non-promo planning.

Claims Management & Process Optimization

• Optimize the claims management process for assigned customers.
• Ensure end-to-end TTS process is executed from forecasting to accrual.
• Ensure claims are received and validated, disputes cleared, and customer payments are made on time in full.

Store Execution & Field Sales

• Ensure Perfect Store execution of the plan by Field Sales through data analysis of PS scores.
• Include learnings in ongoing improvements based on Perfect Store analysis.

Promotional Planning & Execution

• Manage promotional and non-promotional planning and execution.
• Manage total trade spend along with terms, conditions, and transfer of funds and budgets in sync with business objectives.
• Determine 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 that the right activity is included in the plan to maximize ROI.
• Confirm promo details with the customer, determine opportunistic promo activity, and manage changes to rebates and live rates including terms, conditions, funds overspend, and term payment approval.

Planning & Forecasting

• Update the annual plan through monthly review of the promo grid which feeds the S&OP cycle for volume and TTS.

Qualifications & Experience

• Proven negotiation track record at Customer Facing Management level.
• Experience in different ranges of Categories and Innovations, including BPC, HC, or F&R.
• Experience in working across multiple business teams and balancing multiple priorities.
• Experience with Othaim.
• Experience in Pharmacy Business.
• 3 to 5 years of experience with Riyadh's Modern Trade Customers.

Skills & Competencies

• High degree of business acumen.
• Strong relationship management capability.

Additional Information

• Unilever is committed to equity, inclusion, and diversity. If you require any support or access requirements, advise the organization at the time of your application.