Key Account Manager - Makro

Main Responsibilities

Customer Strategy and Business Plan 

• Develops the customer strategic business plan for his/her respective category and customers. 

• Work out a joint customer business plan for his/her respective category and customers. 

• Works in close collaboration with the Category and Channel Team for the category and channel input, and with customer marketing teams for the specific channel plan.

• Develops optimal integrated promo plan (incl. selling the plan to the customer) and manage promo investments. 

• Manages customer promo investment with the customer. 

• Seeking opportunity to increase product presence at store (Win at point of sales); Net new items/Share of basket.

• Deliver OTIF for innovation and theme.

• Plan vol. forecast and CPP budget as monthly basis.

• Provide clear objectives and deliverables for the Customer supervisor / pre-order team.

• Deliver the agreed plan, follow-up achievement of counterparts set in the agreement. 

• Consistent monthly and quarterly business reviews of Joint Business Plannings/Trade Term with customers.

• Data churning and analysis to provide accurate business requirements for business review presentations to customers. 

Negotiation 

• Closes the deal with the Customer by negotiating the trade terms, trade funding, and counterparts according to the Unilever strategy on his/her category. 

• Manages overall levels of Customer Investments for his category. 

• Monitors Customer Performance by tracking customer contribution and market share. 

Plays active ambassador role 

• Acts as active ambassador of Unilever at the customer and of the customer at Unilever. 

• Participates actively to the account managers’ meetings, looking at the best solution for the business.

Candidate Criteria

Experience & Qualification

• Bachelor’s or master’s degree in business administration, marketing or related field.

• Overall, Sales & Marketing experience with customer facing role at least 5+ years. 

• Experienced in FMCG industry is preferred.

• Strong track record of success with prior experience in Key Account Management/Modern Trade/Channel Development.

• Skilled in developing and implementing customer/channel investment strategy.

• Experienced in managing a team of direct/indirect reports and customer management is critical.

• Experience in Marketing, Trade Marketing is desirable.

A Unilever é uma organização comprometida com equidade, inclusão e diversidade para impulsionar nossos resultados de negócios e criar um futuro melhor, a cada dia, para nossos diversos funcionários, consumidores globais, parceiros e comunidades. Acreditamos que uma força de trabalho diversificada nos permite igualar nossas ambições de crescimento e impulsionar a inclusão em todo o negócio. Na Unilever estamos interessados em cada indivíduo trazendo seu "Eu como um todo" para o trabalho e isso inclui você! Assim, se você precisar de algum suporte ou requisitos de acesso, nós o encorajamos a nos aconselhar no momento de sua inscrição para que possamos apoiá-lo através de sua jornada de recrutamento.