Senior Key Account Manager Home Care
il y a 5 jours
Reports to: Sales Director Home Care & Personal Care (HPC)
Job Title: Home Care Senior KAM (all customers)
Department: In Home
Categories: Home Care
Job purpose
The open function is the role of Senior Key Account Manager (Sr KAM) Home Care for all customers (supported by KAO for Delinter and Aldi) and Home Care Coordinator toward the Sales Director and Business Unit.
Your role as a Sr KAM is to develop and deliver a win-win Customer strategy and Customer Business Plan through the best integration of the Unilever strategy, the strategy of the customers and your category strategy. With the aim to achieve our profit targets & grow the key brands/segments of the category.
As the CBD lead of the home care BE team, you bring the voice & needs of the customers, channels and shoppers towards the different stakeholders and you are an active member of the category team.
You are also a member of the different Customer teams and will co-build the strategy for the local negotiation at the different customers.
As Coordinator for Home Care you own the total agenda with all customers from supporting the annual negotiation, to monthly performance management whilst delivering on our journey in this very competitive category on strategic projects (Capsules, Bottom-line plan,...).
This is the most wide and complete role as KAM in the Belgian CD community. Therefore you will receive support from 2 WL1’s (in PC with dotted line to you) assisting you in your mission.
The role reports directly into the HPC Sales Director and has frequent interaction with the CDLT. Your entrepreneurial, agile, analytical, creative, commercial mindset and leadership skills will be key to transform the way we do business with our customers in a fast change retail environment.
What will you main responsibilities be?- Monitor Unilever and Retailer profitability- Manage and develop customer relationship: know the customer, network, negotiate and close the deal for all the customers you serve and, in all channels- Deal implementation and constant evaluation to further improve, adapt and course correct where necessary- Management of customer investments (price cuts, coupons, TTS, promotions,)- Act as active ambassador of Unilever at the customer and of the customer at Unilever- Be the right hand/coordinator from sales perspective towards the business and sales director by informing them and leading the action plan to reach our targets
Customer Strategy and Business Plan:
- Develop the customer strategic business plan and work out a joint customer business plan- Deliver the customer strategic business plan, monitor and review the plan in line with the agreed targets (UOM, Turnover, UVG, market shares, customer contribution- Develop optimal integrated promo plan (incl. selling the plan at the customer) and manage promo investments- Work in close collaboration with Category & Channel Development Manager for the category input- Manage the customer P&L- Provide clear objectives and deliverables for the field team
Skills you should have:
- Analytical data driven thinking- Customer strategic understanding- Collaboration & Relationship builder- Negotiation skills- Closing the deal- Category Management skills- Entrepreneurial skills- Customer service- Excellence in execution- Creativity and think outside the box
Experience you should have:
- Master’s degree or equivalent by experience- At least 5-8 year of experience in FMCG in commercial roles- Former experience in key account management and/or business development- Former experience in category management or even as CCD manager- Experience in marketing is an asset- A very good knowledge of Dutch and English. Knowledge of French is an asset
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