Key Account Executive

Unilever; Mumbai City; On-site; INR 900,000 - 1,200,000; Full time

Job summary

Unilever in Mumbai seeks a Key Account Executive – Organized Retail (Modern Trade) to drive sales and execution excellence across Modern Trade accounts. You will blend operational planning, in-store execution, and data-driven decisions to deliver Unilever priorities with direct and indirect customers.

The role requires 4–5 years in Modern Trade sales, strong ROI and data analysis skills, and proficiency in sales planning, promotions, and cross-functional collaboration.

Qualifications

• Minimum Fulltime Graduation.
• 4–5 years of Experience in Modern Trade Sales.
• Excellent in ROI Calculations & Data Analysis.
• Should be well-versed with Sales Planning & Execution.
• Conducting promotional activities.
• Decent Communication in English and Local language is desired.

Responsibilities

• Drive sales targets across Direct and Indirect Modern Trade accounts.
• Ensure efficient in-store execution and planogram compliance.
• Coordinate with Demand and Supply Planning for accurate forecasts.
• Lead data-driven reviews to improve execution excellence.
• Build and maintain relationships with key retailers and partners.

Skills

ROI calculations

Data analysis

Sales planning

Promotional activities

English & local language

Education

Graduation

Job description

Job Profile: Key Account Executive – Organized Retail (Modern Trade)

Function: Modern Trade Operations

Channel: Organized / Modern Trade Retail

Role Summary
The Key Account Executive – Organized Retail is responsible for driving sales and execution excellence across Modern Trade accounts. The role combines operational planning, in-store execution, customer relationship management, and data-driven decision making to deliver HUL priorities across direct and indirect customers.

Key Responsibilities
1. Operational Excellence & Cross-functional Collaboration
Work withCOEto create the strategy and design for execution metrics (Assortment, PSP, OSA, etc.) and infra metrics (TopGun, Shogun, etc.).
Design infra plans to have the rightGTMfor indirect customers.
Develop plans tostreamline store operationsbasis KPI monitoring.
Liaise withDemand Planningto ensure adequate estimates at Depot x Account x BP level.
Liaise withSupply Planningteam to ensure optimum DR to meet customer demand.
Monitor expenditures onvisibility payoutsand ensure that they align with the payout principles.
Conduct monthly and quarterly reviews withHFSto discuss key opportunities and bottlenecks and enable improved execution excellence.
2. Modern Trade Operations Responsibilities
Driveachievement of sales targetsacross Direct and Indirect customers.
Ensureefficient infra deploymentacross the country to support optimum:
DC: SM, GPS FOS, GPS BP, Promo Eco
DF: O2D
Guide and leverageHFS workforce(PC, FS, FM, etc.) to execute HUL priorities in store.
Driveexecution excellence in storesvia driving:
Right assortment
Exceptional availability
Incremental SOS
Best-in-class visibility execution and asset compliance
Implementplanogramsin store in line with category expectations.
Monitor the execution ofin-store promotionsto ensure they are implemented as planned.
Coordinate withcustomer’s central as well as regional operations teamsto:
Garner support for effective in-store execution
Create buzz about activations during events, season, etc.
Ensureaccurate data reportingfor tracking execution performance from stores.
3. Customer Relationship Management
Build and maintain relationships withkey operations stakeholdersin Modern Trade retailers.
Serve as thepoint of contactfor all operational queries and concerns between HUL and retail partners.
Negotiate and coordinate with retailers regardingin-store operations and product placement.
Coordinateregular meetingswith retail partners to review execution performance, resolve operational issues, and align on future plans.
Touchbase withregional customer operations teamsduring market visits.
Support maintenance ofhealthy ROIfor KA RS's.
4. Data Management and Reporting
Collectground intelligenceand collaborate with COE to ensure the accuracy of data to maintain consistent reporting.
Analysesales and execution datato track performance, identify trends, and make data-driven decisions.
Provideinsights to senior managementregarding opportunities, challenges, and areas for improvement in Modern Trade operations.

KEY REQUIREMENTS (EDUCATION, WORK EXPERIENCE & SKILLS)

• Required a Minimum Fulltime Graduation
• Minimum 4-5 years of Experience in Modern Trade Sales.
• Excellent in ROI Calculations & Data Analysis
• Should be well-versed with Sales Planning & Execution
• Conducting promotional activities
• Decent Communication in English and Local language is desired.