Route to Market Key Accounts Manager

Unilever; Johannesburg; On-site; ZAR 600 000 - 800 000; Full time

Job summary

A leading global consumer goods company is seeking a Route to Market Key Accounts Manager in Johannesburg. You will be responsible for driving customer strategies and business growth, managing key account relationships, and implementing strategic plans. Ideal candidates should have a relevant sales qualification and 2-3 years of experience in the FMCG sector. Join a dynamic team that values diversity and purpose-driven work.

Qualifications

• 2-3 years of experience in a similar function in FMCG.
• Proven track record in sales, preferably in the Food-service Industry.

Responsibilities

• Deliver customer strategy and business growth targets.
• Build and nurture relationships with trade and wholesalers.
• Design strategic route-to-market plans.

Skills

Key Account Management

Strategic Selling Skills

Negotiation Skills

Data & Analytical Skills

Education

Relevant Sales Qualification

Job description

Route to Market Key Accounts Manager

Unilever, Johannesburg, Gauteng, South Africa

• Function: Food Solutions CD
• Reports to: NAM RTM – Cash & Carry & Bidfood
• Scope: Local
• Location: South Africa
• Terms & Conditions: Full time

About Unilever

With 3.4 billion people in over countries using our products every day, Unilever is a business that makes a real impact on the world.

We work on brands that are loved and improve the lives of our consumers and the communities around us.

We are driven by our purpose: to make sustainable living commonplace, and it is our belief that doing business the right way drives superior performance.

At the heart of what we do is our people – we believe that when our people work with purpose, we will create a better business and a better world.

At Unilever, your career will be a unique journey, grounded in our inclusive, collaborative, and flexible working environment.

We don't believe in the 'one size fits all' approach and instead we will equip you with the tools you need to shape your own future.

Unilever Food Solutions (UFS)

UFS is the €2.5bn+ foodservice division of Unilever, across 22 Multi-Country Organisations (MCOs) in 72 countries.

It leads the dynamic food-service market across its categories and has ambitious growth objectives.

We service operators via providing solutions for restaurants, hotels, contract and independent caterers and Deli's.

UFS is accelerating its digital transformation to fuel growth through data-driven and technology-enabled go-to-market capabilities.

Job Purpose

As the Key Account Manager for route to market, you will be responsible for delivering the customer strategy of UFS as guided by annual IBP plans.

Driven by strong key account management skills and great execution with both direct and indirect customers you will build an engagement strategy via both offline & online with customers to deliver business growth targets i.e. turnover, volume, reach & penetration.

Main Responsibilities

• Accountable for delivering business target for the assigned territory / area / region and Customer P&L – turnover, volume, reach & penetration, e-Comm & digital targets.
• Build & nurture relationships with trade, wholesalers (distributors), C&C's & their teams including DSRs / CROs.
• Design full strategic route-to-market plans using Miller-Heiman principles.
• Develop, maintain, and execute customer account plans / joint business plans with trade partners including trade term agreement, sell-out activities and engagement with clear KPIs.
• Ensure scorecards populated by BEX Data team are used in all planned customer reviews.
• Ensure trading terms are signed off and that scorecards are submitted time-suitably.
• Submit Proof of Agreement of promotions tied up in trade for timely creation of rebate accruals to Line Manager.
• Drive data sharing agreements with trade partners for SSD of offline / online sales out as per agreed UFS data roadmap.
• Focus on data-driven opportunities in all sales out activities that can be effectively measured.
• Input all planned customer activity into a UFS customer activity grid.
• Use all data effectively, converting insights into actions that enable increased turnover, volume, reach and penetration.
• Responsible for accurate forecasting based on planned sales in / out activity.
• Ensure activities and corresponding spend are given to Line Manager as part of S&OP process.
• Conduct financial analysis for planned sales in / out activity via ROI – OPSO and Promo Analysis and ensure that this is signed off by the relevant SOA approver.
• Focus on creating brand awareness and portfolio opportunity at trade partner customer days and trade shows.
• Collaborate with Demand Creation Chefs for Trade Partner / DSR / CRO Culinary trainings needed.
• Focus on digital selling by working with trade partners to generate demand creation towards either or via traffic to own trade partner platforms.
• Use data-driven recommendations for cross-selling.
• Drive engagement for trade partners as per defined contact strategy for the assigned territory – e.g. performing F2F calls (and virtual when needed) via local CRM tool.
• Close collaboration with trade / RTM / C&C team to ensure implementation of promotions by ensuring adequate stock availability and customer related activity to drive sell-out.
• Negotiate trade terms including secondary displays, primary share of shelf & other in-store activity to aggressively drive sales out with trade partners.
• Monitor stock FIFO implementation, ageing and align actions with distributor Trade & C&C's to minimise business waste.
• Have a deep understanding of the competitor landscape and track pricing, in-market activity and new launches.
• Ensure timely submission & settlement of distributor claims (with appropriate supporting documents) from trade partners.

Experiences & Qualifications

• Relevant Sales Qualification.
• 2-3 years of working experience in a similar function in FMCG.
• Proven track record in sales, preferably in the Food-service Industry.

Preferred

• Industry knowledge for trade customers (RTM Customers).
• Account management.
• Key Skills: Strategic Selling skills.
• Impactful Customer Engagement.
• Full understanding of all Customers & UFS solutions (research & pre-call planning).
• Business Insights to Activation Solution Selling.
• Sound understanding of all Offline & Online Touchpoints.
• Familiarity with UFS CD Cycle which includes Planning of call Cycles.
• Customer Business Planning.
• Ability to work with large amounts of information and see the bigger picture.
• Critical thinking, ability to look at numbers, trends, data and to come to new conclusions.
• Data & analytical Skills – Ability to use data-driven insights for execution.
• Knowing the Business: The ability to demonstrate awareness of the food industry, its markets.
• Team player.Ability to work cross-functionally to deliver on customer needs.
• Commercial Skills.
• Strong Business Acumen.
• Strong Negotiation skills.
• Exceptional Planning skills.
• Strong organisational skills & stakeholder management.
• Agility – Ability to adapt & drive change and flexibility to pivot self & others towards business requirements.
• Strong communication skills.
• Ability to use all company digital tools for external & internal comms.

Leadership

• You are energized by delivering fantastic results.
• You are an example to others – both your results and your resilience.
• You constantly look for better ways to do things, engaging and collaborating with others along the way.
• As an individual you are responsible for your own wellbeing and delivering high standards of work.
• You also focus on the consumer and what they need.
• You are humble and have your head up, looking around to interpret evidence and data smartly, spotting issues and opportunities to make things better.
• Passion for high performance : takes personal responsibility and accountability for execution and results.
• Has an owner's mindset, using data and insight to make decisions.
• Personal mastery : sets high standards for themselves.
• Actively builds own wellbeing and resilience.
• Consumer love : whatever their role, always looks for better ways to serve consumers.
• Invests time inside and outside to understand the needs of consumers.
• Purpose & service : has humility, understanding that leadership is service to others, inside and outside Unilever.
• Agility : explores the world around them, continually learning and developing their skills.
• Business acumen : creates sustainable growth with purpose, engaging different partners across the system for change.

Employment Information

• Senior Level
• Mid-Senior level
• Full-time
• Sales and Business Development
• Industries : Manufacturing, Food and Beverage Manufacturing, and Food and Beverage Services

Equal Opportunity

Unilever embraces diversity and encourages applicants from all walks of life!

This means giving full and fair consideration to all applicants and continuing development of all employees regardless of age, disability, gender reassignment, race, religion or belief, sex, sexual orientation, marriage and civil partnership, and pregnancy and maternity.

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.

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.