Key Account Manager

Unilever (Thailand) (Bangkok)

Bangkok, Thailand

Unilever Thai Group of Companies is a fast-moving consumer goods company with a strong presence in Thailand for more than 80 years. Unilever offers Thai consumers a wide range of leading brands in four categories; Home Care, Personal Care, Foods and Ice cream products. Our Thai portfolio includes major brand icons such as: Comfort, Lux, Vaseline, Citra, Sunsilk, Clear, Pond’s, Dove, Axe, Rexona, Close Up, Breeze, Omo, Sunlight, Knorr, Wall’s, Magnum, Cornetto, Lipton and luxury division Unilever Network. Unilever Thailand employs around 4,000 people and generated annual sales of Baht 40,000 million in 2014.

About this position

The Key Account Manager is responsible for developing and executing customer strategic business plans, managing customer relationships, and driving sales growth through effective negotiation and collaboration with various teams.

Responsibilities

Main Responsibilities
Customer Strategy and Business Plan
• Develops the customer strategic business plan for his/her respective category and customers.
• Work out a joint customer business plan for his/her respective category and customers.
• Works in close collaboration with the Category and Channel Team for the category and channel input, and with customer marketing teams for the specific channel plan.
• Develops optimal integrated promo plan (incl. selling the plan to the customer) and manage promo investments.
• Manages customer promo investment with the customer.
• Seeking opportunity to increase product presence at store (Win at point of sales); Net new items/Share of basket.
• Deliver OTIF for innovation and theme.
• Plan vol. forecast and CPP budget as monthly basis.
• Provide clear objectives and deliverables for the Customer supervisor / pre-order team.
• Deliver the agreed plan, follow-up achievement of counterparts set in the agreement.
• Consistent monthly and quarterly business reviews of Joint Business Plannings/Trade Term with customers.
• Data churning and analysis to provide accurate business requirements for business review presentations to customers.

Negotiation
• Closes the deal with the Customer by negotiating the trade terms, trade funding, and counterparts according to the Unilever strategy on his/her category.
• Manages overall levels of Customer Investments for his category.
• Monitors Customer Performance by tracking customer contribution and market share.

Plays active ambassador role
• Acts as active ambassador of Unilever at the customer and of the customer at Unilever.
• Participates actively to the account managers’ meetings, looking at the best solution for the business.

Requirements

Candidate Criteria
Experience & Qualification
• Bachelor’s or master’s degree in business administration, marketing or related field.
• Overall, Sales & Marketing experience with customer facing role at least 5+ years.
• Experienced in FMCG industry is preferred.
• Strong track record of success with prior experience in Key Account Management/Modern Trade/Channel Development.
• Skilled in developing and implementing customer/channel investment strategy.
• Experienced in managing a team of direct/indirect reports and customer management is critical.
• Experience in Marketing, Trade Marketing is desirable.