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Job Purpose
The role will execute end to end Key Account management of various business initiatives in Thailand
1. Lead the business development agenda within Thailand by working with retailers, distributors, and other customers in Thailand
2. Lead on the execution of the E2E Internal administrative UI processes including Customer Development, Marketing, SC, and Finance
3. Liaise with assigned Retailers and Distributors in the geography and
a. Execution and monitor trade activities plan and overseeing their execution in country.
b. Ensure the Sales objectives and Ops Management are followed by the distributor on time in full
Main Responsibilities
Retail Key Account Management (Modern Trade Channel)
- Develops the customer strategic business plan for respective category and customers.
- Work out a joint customer business plan for 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 and TTS budget as monthly basis.
- 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.
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.
Manage Internal Unilever International Processes
- Monitors implementation and adherence to UI Processes internally across functions and externally with the respective category and customers.
- Monitors the performance of business partners and guides them to annual objectives with timely inputs
- Communication: Shares actual performance of Business with the Internal Business Partners.
Business Development Projects Management
- Lead the Operationalization of the agreed initiatives
- Ensure timely delivery as per project timeline.
- Provide clear network update – on actual vs planned.
- Lead coordination meetings of the Multi-Functional team for customer specific projects
- Organize project meetings, prepare minutes and follow up actions. Escalate if critical milestones are likely to be missed.
Eng-To-End Stakeholder Management
- Acts as active ambassador of UI at the customer and of the customer at Unilever.
- Take a leadership role in the execution of end-to-end internal UI processes, ensuring seamless coordination across key business functions, including Customer Development, Marketing, Supply Chain (SC), and Finance.
- Proactively engaging with stakeholders across various departments, fostering collaboration to align objectives, enhance operational efficiency, and drive strategic outcomes.
Qualifications
- A University graduate in any discipline
- Minimum 5 years sound and professional key account management experience at managerial level, preferably in sizable FMCG companies.
- Excellent analytical, negotiation and presentation skills
- Experienced in handling both supermarket and chain drug will be an advantage
- Well versed with Microsoft Excel, Word & Powerpoint
Key Skills
- Strong inter-personal & negotiation skills
- Strategic thinking with Good data-based analytical skills
- Develops effective working relationships with others to achieve business results
- Vendor management skills
- Good communication skills in Spoken Cantonese and English. Putonghua would be an added advantage
Unilever is an organisation committed to equity, inclusion and diversity to drive our business results and create a better future, every day, for our diverse employees, global consumers, partners, and communities. We believe a diverse workforce allows us to match our growth ambitions and drive inclusion across the business. At Unilever we are interested in every individual bringing their ‘Whole Self’ to work and this includes you! Thus if you require any support or access requirements, we encourage you to advise us at the time of your application so that we can support you through your recruitment journey.