Key Accounts Manager (KAM) – Route to Market

Unilever is hiring for a (Key Accounts Manager) KAM – Route to Market

Reports to: NAM RTM – Cash & Carry & Bidfood

Scope: Local

Location: South Africa (Durban/Johannesburg)

Terms & Conditions: Full time

With 3.4 billion people in over 190 countries using our products every day, Unilever is a business that makes a real impact on the world. Work on brands that are loved and improve the lives of our consumers and the communities around us. We are driven by our purpose: to make sustainable living commonplace, and it is our belief that doing business the right way drives superior performance. At the heart of what we do is our people – we believe that when our people work with purpose, we will create a better business and a better world. 

At Unilever, your career will be a unique journey, grounded in our inclusive, collaborative, and flexible working environment. We don’t believe in the ‘one size fits all’ approach and instead we will equip you with the tools you need to shape your own future.

UFS

Unilever Food Solutions (UFS) is the €2.5bn+ foodservice division of Unilever, across 22 Multi Country Organizations (MCOs) in 72 countries.   It leads the dynamic food service market across its categories and has ambitious growth objectives.   We service operators via providing solutions for restaurants, hotels, contract and independent caterers and Deli’s.

UFS is accelerating its digital transformation to fuel growth through data driven and technology enabled go-to-market capabilities.

JOB PURPOSE

As the Key Account Manager for route to market, you will be for responsible for delivering the customer strategy of UFS as guided by annual IBP plans. Driven by strong key account management skills and great execution with both direct and indirect customers you will build an engagement strategy via both offline & online with customers to deliver business growth targets i.e. Turnover, volume, reach & penetration.

Unilever is the place where you can bring your purpose to life with the work that you do – creating a better business and a better world.  If you are a self-motivated, outcome driven sales individual, with a strategic and agile mindset then this role is just for you.

WHAT WILL YOUR MAIN RESPONSIBILITIES BE (But not limited to):

• Accountable for delivering business target for the assigned territory/area/region and Customer P&L ie., turnover, volume, reach & penetration, eComm & digital targets.

• Build & Nurture relationships with trade, wholesalers (distributors) C&C’s & its teams including DSRs/CRO’s.

• Design full strategic route to market plans using Miller Heiman principles.

• Develop, maintain, and execute customer account plans/joint business plans with trade partners including trade term agreement, sell out activities and engagement with clear KPIs (Sell-out – Volume, Reach, Penetration, eComm)

• Ensure scorecards populated by BEX Data team are used in all planned customer reviews.

• Ensure trading terms are signed off and that scorecards are submitted timeously

• Submit Proof of Agreement of promotions tied up in trade for timely creation of rebate accruals to Line Manager

• Drive data sharing agreements with trade partners for SSD of offline/online sales out as per agreed UFS data roadmap.

• Focus on data driven opportunities in all sales out activities that can be effectively measured.

• Input of all planned customer activity into a UFS customer activity grid

• Use all data effectively, ie insights into actions into plans that enable increased turnover, volume, reach and penetration.

• Responsible for accurate forecasting based on planned sales in/out activity. Ensure activities and corresponding spend are given to Line Manager as part of S&OP process.

• Conduct financial analysis for planned sales in/out activity via ROI - OPSO and Promo Analysis and ensure that this is signed off by the relevant SOA approver. 

• Focus on creation on brand awareness and portfolio opportunity at trade partner customer days and trade shows.

• Collaborate with Demand Creation Chefs for Trade Partner/DSR/CRO Culinary trainings needed.

• Focus on digital selling by working with trade partners to generate demand creation towards either UFS.com or via traffic to own trade partners platforms

• Use data driven recommendations for cross selling.

• Drive engagement for trade partners as per defined contact strategy for the assigned territory ie., Performing F2F calls (and virtual when needed) via local CRM tool.

• Close collaboration with trade/RTM/C&C team to ensure implementation of promotions by ensuring adequate stock availability and customer related activity to drive sell-out.

• Negotiating trade terms including secondary displays, primary share of shelf & other in-store activity to aggressively drive sales out with trade partners.

• Monitor stock FIFO implementation, aging and align actions with distributor Trade & C&C’s to minimize business waste.

• Have a deep understanding of the competitor landscape and track pricing, in market activity and new launches

• Ensure timely submission & settlement of distributor claims (with appropriate supporting documents) from trade partners.

Experiences & Qualifications

Minimum:

• Relevant Sales Qualification

• 2-3 years of working experience in similar function in FMCG

• Proven track record in sales, preferably in the Foodservice Industry

Preferred:

• Industry knowledge for trade customers (RTM Customers)

• Account management.

Skills:

• Impactful Customer Engagement

• Full understanding of all Customers & UFS solutions (research & pre-call planning)

• Business Insights to Activation Solution Selling

• Sound understanding of all Offline & Online Touchpoints

• Familiarity of UFS CD Cycle which includes Planning of call Cycles

• Customer Business Planning

• Strategic Selling Skills

Leadership

• You are energized by delivering fantastic results. You are an example to others – both your results and your resilience. You are constantly on the lookout for better ways to do things, engaging and collaborating with others along the way.

• As an individual you are the one responsible for your own wellbeing and delivering high standards of work. You must also focus on the Consumer and what they need. You are humble and have your head up, looking around to interpret evidence and data smartly, spot issues and opportunities to make things better.

• Critical SOL (Standards of Leadership) Behaviors (Minimum vs Preference)

  • PASSION FOR HIGH PERFORMANCE: Takes personal responsibility and accountability for execution and results. Has an owner’s mindset, using data and insight to make decisions.

  • PERSONAL MASTERY: Sets high standards for themselves. Actively builds own wellbeing and resilience.

  • CONSUMER LOVE: Whatever their role, always looks for better ways to serve consumers. Invests time inside and outside to understand the needs of consumers.

  • PURPOSE & SERVICE: Has humility, understanding that leadership is service to others, inside and outside Unilever.

  • AGILITY: Explores the world around them, continually learning and developing their skills.

  • BUSINESS ACUMEN: Creates sustainable growth with purpose, engaging different partners across the system for change.

Unilever embraces diversity and encourages applicates from all walks of life! This means giving full and fair consideration to all applicants and continuing development of all employees regardless of age, disability, gender reassignment, race, religion or belief, sex, sexual orientation, marriage and civil partnership, and pregnancy and maternity. 

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.