Sr. Key Account Executive

ABOUT UNILEVER:

JOB PROFILE: -

Job Position: Key Account Executive, Beauty eCommerce

Local Location: Mumbai HO

Main Purpose : HUL representative to the accounts and responsible for building strong relationships with customer & key customer stake holders. Create competitive, profitable & sustainable mutual plan with customer & ensure excellent execution of plan to provide growth on various categories & channel.

Main Accountabilities:

- Customer Management -

o Create & maintain positive business relationship with direct end customers by continuously proposing solutions that meet their objectives

o Develop and manage sales strategy for each of the designated category buyers

o Develop strategy for acquiring new customers in line with Unilever strategy

- Negotiation-

o Close the deal with customer by negotiating trade terms, trade funding & counterparts according to Unilever strategy

o Manage overall category investments for the customer

o Share of assortment, share of voice with the account and on platform visi negotiations

- Customer Business Plan -

o Lead and execute Joint Business Planning together with the customer in line with both organization & customer objectives

o Develop account specific strategic plans to generate insights for customer/channel (consumer journey, off platform - on platform synergies, traffic)

o On line availability as per the stocking norm set for each SKU

o Land the innovation funnel on time in full with the customer.

o Ensuring service rates & Preparing volume forecasts & plans. Plan regular activations/Joint Marketing Plan to create excitement in the category

- Performance Evaluation-

o Measure and review category performance; margins and customer profitability

o Meet and exceed growth, revenue and availability/content on platform.

- Input :

o Category growth & overall performance POS, market shares, Availability)

o Shopping missions

o Shopper understanding

o Launch performance

o Key call to actions from Joint business planning

- Output -

o Identify new sales opportunities (Up selling/Cross selling)

o Review sales performance, category growth at sub category levels

o Strategies to recruit new consumers & retain existing ones

- Metrics -

o Growing categories competitively and profitably.

o Building categories of the future

o Sales target achievement

o Share of assortment, share of impressions, conversions

o Retail margin and customer profitability

o Service levels / online availability.

Critical success Factors for the Job:

Key Skills -

- Strong analytic quantitative and qualitative

- Business acumen

- Insight into action

- Negotiation

- think customer s category strategy

- think customer s / channel shopper

- think delivering profitable category growth

- think business opportunities

Relevant Experience:

Essential:

- Graduation in business / marketing

- Self-motivated with analytical rigor

- Experience in leading teams is critical

Desirable:

Customer facing experience Overall Sales & Marketing experience - 3+ years

Key Environment Internal : with CSPs, Supply Chain, CD-ops, KAE s External: Key Customers