KEY ACCOUNT MANAGER at Unilever October, 2018



The Key Account Manager is responsible for the development and execution of the customer business plan as well as landing the customer and pricing strategy, achievement of turn over and the P&L of his/her Unilever customers and categories.


  • Customer Facing
  • Landing correct recommended sales prices for ongoing and promotional deals
  • Landing promotions and deal changes
  • Optimizing promotional grids by evaluation and driving share winning packs
  • Execute category volume drives with the relevant internal and external channels
  • Drive visibility, volume growth, share of shelf and innovations
  • Drive the correct product mix portfolio for specific regions and clusters
  • Focus on landing the correct mandates (Pricing, innovation & execution activities etc.)
  • Launch successful innovations by understanding the customer story, driving speed to shelf and highlighting benefits
  • Close customer deals by negotiating trade terms, trade funding and counter parts according to the category strategy
  • Monitor customer performance by tracking customer contribution and market share for major categories
  • Work with the Unilever field sales team to drive instore activities
  • Pre-planning and pre-evaluating investment decisions to deliver positive return on investments
  • Manage sales performance VS targets
  • Compile monthly, quarterly and annual sales plan
  • Internal and external stakeholder management
  • Customer relationship building and conflict management
  • Manage and network within the customer organization and cross-functionally
  • Actively participate within account management meetings
  • Manage the profit and loss for his/her respective category
  • Trade activity feedback
  • Account strategy planning
  • Customer demand forecasting
  • Budget management


  • Bachelors Degree
  • 2-3 years experience in driving negotiations through Key Account Management within the FMCG industry
  • Understanding of in-store activity, pricing strategies and management of category specific profit and loss

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