The Customer Account Manager is responsible for building strong working relationships with the customer buying team; developing and executing customer business plans at a category level which deliver underlying sales growth, Market Share and Profitability. They are accountable for the day to day contact with customers buyers, supply chain, shopper marketing, internal category & brand contacts.
Key focus areas for this role are:
Love what you do: As a Customer Account Manager you will be passionate about all aspects of leading your portfolio to competitive growth.
Love your customer: You will lead the Customer/ Unilever relationship within your categories – driving growth via strategic alignment and negotiation.
Do what you say: Drive the joint business planning, executing the agreed 2018/19 plan setting up a strong ambition and agreement
Own it: Leverage our brand assets and country category business teams structure to deliver new and exciting innovation and activation.
Be Different: The need for extensive commercial rigor in the assessment and implementation of our Growth Strategy.
Build strong and sustainable customer relationships
Negotiate effectively with your customer, e.g. to agree trade terms, trade funding, and counterparts according to the Unilever strategy on his/her categories
Manage the relationship aspects of key customer ‘events’, e.g. launching of new products, cost price changes, breaches of trade terms
Develop and deliver the customer strategic business plan for relevant categories , and the joint customer business plan, working closely with Category Managers and Shopper Marketing
Develop and deliver an optimal integrated category promotional plan (including selling the plan with the customer)
Manage promotional and non-promotional investments with the customer and ensures all agreements are properly documented and stored
Work closely with Commercial Executives to ensure administrative aspects of promotions are completed
Manage the launch of new products with customers, e.g. selling in the new product, providing samples etc
Ensure effective in-store activation of key events (e.g. promotions, range reviews), providing clear briefings to the Retail Operations Team
Handle the customer P&L for relevant categories and the overall level of customer investment
Manage in-month performance vs forecast, working closely with Customer Business Manager and Customer Operations
Handle accruals and pricing accurately and efficiently
Ensure customer is aligned with agreed trade terms; where these are breached seek a resolution and monitor implementation
P&L Management: Delivery of Turnover & Business Building Terms targets for specific category
Provision of clear up to date inputs into Business Processes (Promotional Evaluation, Customer
Business Planning, sales updates, in store tracking, price claim management etc)
Delivery of required admin for the customer – pricing, rebates, net liquid funds, promo proposals, trade terms, contracts
Key experience and qualifications required
Customer management & selling essentials - ideally previous experience of performing a Customer Account Manager role
Prior commercial experience and exposure to P&L
Proven history of working within a team environment
Prior experience of leading and developing a direct report preferable however not essential
Experience of Shopper Marketing or Category Management is preferable