Key Account Manager (Chains)

About the role/brand

We areChefs Supporting Chefs, #stronger together as one team with one goal,supportingeach other and our customers tothrive and grow.

We are proud to be part of Unilever, a truly global business, known for greatpurposeful brandsand 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 over70 countries.

We outgrow our competitionthanks 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 buildperfect experiences for our customers.

Unilever Food Solutions is an inspiring global company made up oftalented, diverse professionalswho 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 everylevel in the organization.

And it's an exciting time to joinUnilever Food Solutions(UFS)!

Who You Are and What You'll Do

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 managementand work with experts across multiple disciplines.

Team Structure:

• Reporting to:Malaysia Chains & CPU Lead

Your Role/Key Responsibilities:

• 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

• Coordinate with Supply Chain Team for demand planning.

Customer Negotiation and Coordination

• Conduct innovationsessions 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),

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).

Travel:

25-50% of the time for travelling.