Job Role : Key Account Manager, Tea Division
Work Location : Karachi, Pakistan
Job Type : Fulltime
Travel required but now limited due to CV19 restrictions.
About the Tea Business
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 :
Customer Development Lead
Sales Operations Manager
Trade Category Management
Customer Marketing managers
Supply chain team.
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.
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 knowledgeSales : Strong communication and negotiation skillsP&L financial acumenCommunication skillsProblem solving skillsNegotiation skillsSynthesis of data and insightCrisis 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 rolePerformance and growth mindsetAgility to thrive in a VUCA worldFlexibility 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 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.