Key Account Executive

Unilever PLC; Navi Mumbai; On-site; INR 700,000 - 1,100,000; Full time

Job summary

Unilever is seeking a Key Account Executive for Organized Retail in Navi Mumbai to lead sales and in-store execution across Modern Trade accounts. You will coordinate with cross-functional teams to align on assortments, promotions, and store readiness, driving HUL priorities both directly and indirectly.

The role emphasizes data-driven decision making, relationship management with retailers, and field execution excellence to improve ROI and market share in organized retail channels.

Qualifications

• Minimum full-time graduation required.
• 4–5 years of Modern Trade Sales experience.
• Strong ROI calculations and data analysis skills.
• Good communication in English and local language.

Responsibilities

• Drive sales targets across Direct and Indirect Modern Trade customers.
• Ensure efficient infra deployment to support optimal store operations.
• Coordinate with COE, Demand Planning and Supply Planning for execution.
• Build relationships with Modern Trade retailers and conduct regular reviews.
• Analyze data to identify trends and improvement opportunities in Modern Trade operations.

Skills

ROI Calculations

Data Analysis

Sales Planning

Promotions

English Proficiency

Local Language Proficiency

Education

Bachelor's degree

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

• Operational Excellence & Cross-functional Collaboration Work with COE to create the strategy and design for execution metrics (Assortment, PSP, OSA, etc.) and infra metrics (TopGun, Shogun, etc.). Design infra plans to have the right GTM for indirect customers. Develop plans to streamline store operations basis KPI monitoring. Liaise with Demand Planning to ensure adequate estimates at Depot x Account x BP level. Liaise with Supply Planning team to ensure optimum DR to meet customer demand. Monitor expenditures on visibility payouts and ensure that they align with the payout principles. Conduct monthly and quarterly reviews with HFS to discuss key opportunities and bottlenecks and enable improved execution excellence.
• Modern Trade Operations Responsibilities Drive achievement of sales targets across Direct and Indirect customers. Ensure efficient infra deployment across the country to support optimum: DC: SM, GPS FOS, GPS BP, Promo Eco DF: O2D Guide and leverage HFS workforce (PC, FS, FM, etc.) to execute HUL priorities in store.

Drive Execution Excellence In Stores Via Driving

• Right assortment
• Exceptional availability
• Incremental SOS
• Best-in-class visibility execution and asset compliance
• Implement planograms in store in line with category expectations.
• Monitor the execution of in-store promotions to ensure they are implemented as planned.
• Coordinate with customer's central as well as regional operations teams to:
• Garner support for effective in-store execution
• Create buzz about activations during events, season, etc.
• Ensure accurate data reporting for tracking execution performance from stores.

• Customer Relationship Management Build and maintain relationships with key operations stakeholders in Modern Trade retailers. Serve as the point of contact for all operational queries and concerns between HUL and retail partners. Negotiate and coordinate with retailers regarding in-store operations and product placement. Coordinate regular meetings with retail partners to review execution performance, resolve operational issues, and align on future plans. Touchbase with regional customer operations teams during market visits. Support maintenance of healthy ROI for KA RS's.
• Data Management and Reporting Collect ground intelligence and collaborate with COE to ensure the accuracy of data to maintain consistent reporting. Analyse sales and execution data to track performance, identify trends, and make data-driven decisions. Provide insights to senior management regarding 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.

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