Key Account Manager

Unilever is one of the world’s leading suppliers of fast - moving consumer goods in foods, household, and personal care products. Our purpose is to meet the everyday needs of people everywhere – to anticipate the aspirations of our consumers and customers and to respond creatively and competitively with branded products and services, which raise the quality of life. 

Unilever Food Solutions is part of global Unilever company. Our brands are world famous such as Knorr and Hellmann´s. At Unilever Food Solution we help chefs all over the world to serve tasty, wholesome meals that keep guests coming back for more. We create ingredients that save precious prep time in the kitchen, without compromising on flavor or flair. And constantly provide deas and inspiration that keep the menu fresh and exciting.

Title: Key Account Manager - Trade

Function Customer Development

Location Sweden

Scope: Local

GENERAL DESCRIPTION – MAIN PURPOSE OF THE JOB

Unilever Food Solutions is passionate about growing its customers business, leveraging consumerinsight, customer understanding with a culinary focus that inspires our customers business. This key account role is a unique chance to be part of a step change in our profitable growth by creating and fulfilling tangible, sustainable demand for our products through our trade customers.

The purpose of this role is to manage trade customers so that UFS can grow current independent operators, win new business, coordinate tendering, and fulfill local chain demand thus, delivering sustainable profitable growth.

MAIN RESPONSIBILITIES

Current Customer Development & Management

• Accountable for delivering business target for the assigned Territory/Area/Region i.e., Turnover, Reach & Penetration, eCom & Digital
• Build & Nurture relationships with Trade customers & their Teams including Distributor Sales teams
• Implement Contact Matrix & Squad approach for more effective customer management
• Develop and execute Joint Business Planning (JBPs) with Trade partners including Trade Term agreement, Sell out activities with KPIs (Sell-out, Reach, Penetration, eCom, Digital Reach etc).

Customer Strategy and Business Planning

• Align UFS and customer strategies to create win-win scenarios for UFS and Trade customers
• Identify opportunities by analyzing trade data as prepared by Business Intelligence team
• Develop and deliver annual account plans in customers, aligned to their needs and business priorities.
• Leverage UFS culinary and existing digital and marketing resources to grow.

Digital Demand and eCommerce

• Accountable for Implementation and execution of all UFS digital tools with Trade customers
• Engage trade customers to gain alignment for Secondary Sales Data (SSD) partnerships with proof of value addition eg: Traffic generation towards Trade Web shop via UFS campaigns.
• Lead category approach for Trade web shop for UFS business growth via joint campaigning with DT marketing and Digital teams

Customer Investment & Agreements

• Negotiate trade terms and price changes as required
• Prepare, agree, and execute tailored investment plans, including compliance reviews.
• Apply standard processes for all customer investment and contract agreements and ensure timely submission & settlement of DT claims

Forecasting

• Provide timely demand forecasts based on feedback from
• Trade customers and customer stock levels
• Liaise and align customer forecasts with demand planning business partners to help create optimal demand forecasts
  

KPI’s:

• Turnover
• Top 10 Product growth in customers
• UPG and TMI
• Project management:List and stock Innovations and execute new Projects as required
  

Key External Interfaces: Customer Decision Makers, Procurement, Logistics, Sales and Marketing Managers within Trade customers

Key internal interfaces: Country Manager (line manager); Chanel Marketing Sweden, Chefs and Chains CD Team

CRITICAL SUCCESS FACTORS FOR THE JOB

• A demonstrable customer focused approach which builds empathy
• Positive, can-do attitude
• Good clear, concise thinker who can prioritize.
• Resilience and tenacity to deliver.

KEY SKILLS (INCL. LANGUAGE)

• Business Acumen
• Self-Motivated, self-starter
• Team Player
• Numeracy, IT and Digital skills, particularly in MS Office suite.
• Excellent listening and communication skills
• Swedish speaker, English an advantage
• Chef and culinary skills an advantage

For questions about the job, please contact Unilever Food Solutions Sverigechef Peter Meyerson: peter.meyerson@unilever.com

For questions about the process, please contact Talent Advisor Fredrika Aronsson på ta.nordic@unilever.com

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.