Key Account Manager, Tea Division
Unilever
Karachi, Sindh, PK
4d ago
source : Mehnat Mazdoori

Job Role : Key Account Manager, Tea Division Work Location : Karachi, Pakistan Job Type : Fulltime About The Tea Business Travel required but now limited due to CV19 restrictions.

Unilever is proud of its Tea business, the biggest in the world, with world class purpose driven brands such as Lipton, PG tips and Pukka.

Recently, Unilever decided to separate the Tea business to ensure it can best achieve its potential. Unilever is currently reviewing several options for separation, including a demerger, an initial public offering, a disposal or through partnership models.

The Tea businesses in India and Indonesia, and the partnership interests in the ready-to-drink Tea joint ventures will be retained.

The balance of the Tea brands and geographies and all Tea estates, with generated revenues of €2 billion in 2019, is growing and profitable with proven potential both pre- and post-COVID-19.

As a standalone entity, the Tea company remains number one in the world and is even better positioned to lead the industry and take full advantage of the opportunities in the category, with more focus and entrepreneurship driving greater growth and value.

The current vision for the Tea division is to champion a tastier, healthier, more sustainable world of plant-based drinking.

Purposeful thinking will be the core anchor of the business, its brands as well as its culture, and enables simple and agile decision making, supports an entrepreneurial mindset and is driven by passion for our consumers.

As we move through this journey towards separation, we are seeking employees with a passion for exciting entrepreneurial experiences, who want to pursue unique career opportunities and have a desire to be an integral part in building the bright future of this plant-based company.

Your Role : The purpose of the role is to develop and execute with our customers, the customer strategy and customer business plan, to drive the leadership, growth and profitability agenda within Tea Division Key responsibilities include the following :

  • Manage and Develop the relationship with the Customer
  • Develop, implement and optimize the customer strategy
  • Agree a joint customer business plan in both Modern Trade, National Accounts and Cash & Carry incl Food Solutions (where relevant) to meet business objectives
  • Deliver, monitor and review the plan
  • Provide customer, shopper and channel understanding
  • Manage the customer P&L for the respective categories
  • Negotiate trade terms and trade funding
  • Manage customer operations
  • Work in close collaboration with the Category Managers for the category input, and with customer marketing for the banner / channel plan
  • Your Key Tasks : Operations :

  • Develop & maintain strong relationships with the trade
  • Develop & lead your Customer Business Plan implementation
  • Drive annual negotiations and promotional plans with your customers
  • Ensure effective use of trade spend with your customers
  • Drive & monitor Perfect Store execution KPI.
  • Manage and negotiate pricing with the trade.
  • Evaluate implementation of promotional & merchandising activities
  • Lead key competitor analysis in the region.
  • Input into the S&OP process including forecasting.
  • Work closely with Customer Service to improve performance
  • Source and analyze secondary sales data in order to maximize opportunities (if relevant)
  • Source, select and manage 3rd party sales agents (if required).
  • Monitor Customer Performance by tracking customer contribution and market share for major categories
  • Act as active ambassador of Unilever at the customer and of the customer at Unilever
  • Stakeholder Management and key interfaces : Internal :

  • Country Lead
  • Customer Development Lead
  • Sales Operations Manager
  • Trade Category Management
  • Customer Marketing managers
  • Supply chain team.
  • External :

  • Customers : including GTM distribution partners
  • Marketing / communication agencies (if applicable)
  • 3rd Party merchandisers
  • Skills And Experience Educational Background :

  • Commercial degree, preferably in sales and marketing.
  • Must haves :

  • At least 5 years of working experience in Sales & Marketing with 3 years’ experience in KAM manager role.
  • Proven track record of delivery topline and bottom-line results.
  • Leadership experience
  • Business development / sales management experience
  • Nice to have :

  • B2B experience- Food Solutions
  • CCD / Shopper Marketing Experience
  • Experience within the beverages / tea category
  • Professional Knowledge / Skill Requirements : Must have :

  • Functional and technical knowledge
  • Sales : Strong communication and negotiation skills
  • P&L financial acumen
  • Communication skills
  • Problem solving skills
  • Negotiation skills
  • Synthesis of data and insight
  • Crisis management skills
  • Language Requirements : English
  • Nice to have :

  • Digital marketing / demand creation EG : Running online digital campaigns.
  • E-Comm sales listing and driving online sales through e-com partners EG : Amazon
  • Who We Are Looking For Soft Skills and Leadership :

  • Leadership ability to enable, envision, energize direct and indirect team and drive for results
  • Bias for action, drive for results
  • Global networking and influencing
  • Confidence and fearlessness to take decisions, exercise autonomy.
  • A strong sense of ownership and accountability
  • Organizationally and analytically strong
  • High level of resilience and problem solving.
  • Ability to inspire and motivate.
  • A dot connector.
  • Curiosity : A customer centric mindset.
  • You love to win, and have fun doing it.
  • Ability to perform under pressure.
  • Relevant values, drivers for this role
  • Performance and growth mindset
  • Agility to thrive in a VUCA world
  • Flexibility to drive change
  • Transparency and openness
  • Passionate about Tea
  • Excited about the Role? Please apply online. Your application will be reviewed against our requirements and we will be in touch to provide you with an update on the status of your application.

    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 bring ing 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.

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