Key Account Manager - Chains

Key Account Manager - Chains

Hindustan Unilever
3-5 years
Not Specified

Job Description

Who are we
We are Chefs Supporting Chefs, #stronger together as one team with one goal, supporting each other and our customers to thrive and grow.
We are proud to be part of Unilever, a truly global business, known for great purposeful brands and a vision to make sustainable living commonplace. As the dedicated foodservices business of Unilever, we lead the B2B industry in providing professional high-quality food ingredients, value-adding services and expert culinary support. We operate in over 70 countries.
We outgrow our competition thanks to our powerful purposeful brands such as UFS, Knorr, Hellmann's and The Vegetarian Butcher and talented entrepreneurial people. We spearhead digital innovation, guided by data-driven trends and insights, to build perfect experiences for our customers.
Unilever Food Solutions is an inspiring global company made up of talented, diverse professionals who are truly passionate about the people we serve and provide the expertise to meet their needs. In this positive and open culture of Support, Inspire and Progress, we empower our people to make a bigger difference at every level in the organization.
And it's an exciting time to join Unilever Food Solutions (UFS)!
What will you be doing
We are looking for a Key Account Manager for Chains who can help us with the management and development of selected chains accounts (International and Local Chains Accounts) which are generally within a defined geography, in order to create and sustain demand to maximize business growth. He/She is the day-to-day key contact for the customer and is responsible for the delivery of customer targets for their area.
Our ideal candidate shall combine strong customer management skills with solid selling essentials skills, a passion for food and a well-developed sense of purpose. Through this, he/she will be able to contribute to our overall growth, bring efficiency and future proof the business.
Key Feature
We welcome original perspectives and value different life experiences that can lead to ground-breaking, creative problem solving and agile responses to change. Within Unilever Food Solutions, you will have the freedom to express yourself, develop your capabilities and gain exposure to product change management and work with experts across multiple disciplines.
Your Role:

  • Cascade and translate strategy into action plans for team/customers.

  • Input, understand and align with appropriate Channel business plan.

  • Deliver, win and retain profitable business with chain customers.

  • Improve profitability by measuring and managing customer contribution.

  • Develop in conjunction with channel marketing, activity for differentiation.

  • Negotiate business terms for each customer to reach the most effective conditions for Unilever.

  • Gain insight and understanding into how our chain operators make money. Leverage these commercial insights with Channel marketing to create a sustainably profitable business for both parties.

  • Communicate regularly with relevant colleagues in Push, Chefs, OFS, and Marketing to leverage specialist capabilities as required e.g., OFS collage on specific outlets for activation.

  • Obtain and feedback information about competitors and their activities on the market.

  • Control and manage assigned budgets for selling support in line with Unilever policies and strategy.

  • Coordinate with Supply Chain Team for demand planning.

Customer Negotiation and Coordination

  • Conduct innovation sessions with customers to agree on products or concepts that fit both customers needs and agreed to UFS business strategies.

  • Work with customers on consumer research to get an understanding of consumer insights, then propose solutions for the customer.

  • Negotiate the price with customers to ensure the total volume and profit target are met.

  • Regularly conduct customer business reviews.

  • Build up strong relationships with customers through high-quality services and solutions.

Internal Negotiation and Coordination

  • Coordinate with internal business support teams from Chef, Research & Development (R&D), Supply Chain, Channel Marketing and related functions to ensure smooth and efficient operations to support the business growth plan.

Key Stakeholders:

  • Internal: Customers and distributors, Chef Team, Country Customer Development teams, Country Channel Marketing team, Country Foodsolutions Leadership Team, other support functions e.g., R&D, Supply Chain, Quality Assurance.

  • External: Customers (Purchasing, Marketing, R&D, Supply Chain, Operations, Quality Assurance).

Team Structure:
Reporting to: Head of Sales - Chains
25-50% of the time for travelling.
What's in You

  • Bachelor's Degree.

  • Minimum 3 - 5 years of relevant Account Management/Field Sales experience, with results-driven/achievement-focused with the end goal in mind.

  • Customer-facing experience in Foodservice industry.

The Plus Points:

  • Strong communication and negotiation skills.

  • Proven track record of delivery topline and bottom-line results.

  • Proven track record of managing multiple stakeholders, customers and distributors, and delivering operational excellence.

The Leadership Behaviours in You

  • Purpose and Service - you will understand Unilever's purpose of making sustainable living commonplace and be passionate about helping our customers live their purpose.

  • Personal Mastery - You can keep cool under pressure and are resilient setting high standards for yourself and others. Able to work collaboratively internally and externally to get the support needed.

  • Consumer Love/Agility - An obsession with understanding the local needs of consumers and operators, and a desire to find solutions that deliver for Guests, Customers and Unilever.

  • Business Acumen - You will have an outside-in approach, focused on generating sustainable growth combined with resilience and determination to achieve targets.

  • Talent Catalyst - You can galvanize the organization internally to meet the needs of your customers. You will coach and develop colleagues globally sharing your knowledge and experience.

How to Apply:
Please apply online and add your updated resume. Your application will be reviewed against our requirements and we will be in touch to provide you with an update on the status of your application if shortlisted.
About Unilever:
Unilever is an organisation committed to equity, inclusion and diversity to drive our business results and create a better future, every day, for our diverse employees, global consumers, partners, and communities. We believe a diverse workforce allows us to match our growth ambitions and drive inclusion across the business. At Unilever we are interested in every individual bringing their Whole Self to work and this includes you! Thus if you require any support or access requirements, we encourage you to advise us at the time of your application so that we can support you through your recruitment journey.

Hindustan Unilever Limited (HUL) is a consumer goods company headquartered in Mumbai, India. It is a subsidiary of Unilever, a British company. Its products include foods, beverages, cleaning agents, personal care products, water purifiers and other fast-moving consumer goods.
HUL was established in 1931 as Hindustan Vanaspati Manufacturing Co. and following a merger of constituent groups in 1956, it was renamed Hindustan Lever Limited. The company was renamed in June 2007 as Hindustan Unilever Limited

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