Key Accounts Assistant Manager

About the Role

Unilever is seeking a Key Accounts Assistant Manager. In this full-time role, the Assistant Manager will be responsible for sales, negotiation, and order facilitation for assigned customers at the store level. This involves aligning with the Customer Business Plan (CBP) and channel strategy, fostering strong customer relationships, identifying growth opportunities, and addressing performance gaps.

Key Responsibilities

• Deliver the Customer Business Plan and develop corrective actions for performance shortfalls or upsides based on short-term plan execution.
• Conduct sales and negotiations within agreed parameters set by the NKAM/KAM for the customer relationship strategy, managing the process end-to-end within relevant stores, including pricing, order placement, delivery, and administrative tasks.
• Optimize the claims management process for customers, ensuring end-to-end Trade Spend (TTS) process execution from forecasting to accrual, validation of claims, dispute resolution, and timely customer payments.
• Ensure Perfect Store execution of the plan by Field Sales through data analysis of PS scores and integrate learnings into ongoing improvements.
• Manage both promotional and non-promotional planning and execution.
• Manage total trade spend, including terms and conditions and the transfer of funds and budgets in alignment with business objectives.
• Determine tactics, frequency, and other promotional attributes, leveraging TPO to optimize plans for customers/regions.
• Review the promotional plan with a focus on pre-evaluation of all TTS spend to ensure activities maximize ROI.
• Confirm promotional details with the customer, identify opportunistic promotional activities, and manage changes to rebates and live rates (terms, conditions, funds overspend, term payment approval).
• Update the annual plan through monthly review of the promotional grid, which feeds the S&OP cycle (volume and TTS).

Qualifications and Requirements

• Proven negotiation track record at a Customer Facing Management level.
• Experience ranging from 3 to 5 years.
• Experience across different categories and innovations (BPC, HC, or F&R).
• Experience working across multiple business teams and balancing multiple priorities.
• Experience with Othaim.
• Experience in the Pharmacy Business.
• High degree of business acumen.

Company Overview

Unilever provides an environment where individuals can align their purpose with their work, contributing to a better business and a better world.