Key Account Executive (Unilever International)

Job Position: Key Account Executive (Unilever International)

Function: Customer Development

Working Location: Unilever International, Unilever Thailand HQ, BKK TH

The purpose of the role is to

The role is responsible for driving the business development agenda and ensuring seamless end-to-end execution of commercial initiatives in Thailand. The incumbent will lead collaboration with retailers, distributors, and key customers to deliver sales and operational objectives. This includes managing internal administrative processes across Customer Development, Marketing, Supply Chain, and Finance, as well as overseeing trade activity planning, execution, and distributor performance to ensure timely and complete delivery of targets.

Main Accountabilities

Retail Key Account Management (Modern Trade Channel)

• Develops the customer strategic business plan for respective category and customers.

• Work out a joint customer business plan for respective category and customers.

• Works in close collaboration with the Category and Channel Team for the category and channel input, and with customer marketing teams for the specific channel plan.

• Develops optimal integrated promo plan (incl. selling the plan to the customer) and manage promo investments.

• Manages customer promo investment with the customer.

• Seeking opportunity to increase product presence at store (Win at point of sales); Net new items/Share of basket.

• Deliver OTIF for innovation and theme.

• Plan vol. forecast and CPP and TTS budget as monthly basis.

• Deliver the agreed plan, follow-up achievement of counterparts set in the agreement.

• Consistent monthly and quarterly business reviews of Joint Business Plannings/Trade Term with customers.

Negotiation

• Closes the deal with the Customer by negotiating the trade terms, trade funding, and counterparts according to the Unilever strategy on his/her category. 

• Manages overall levels of Customer Investments for his category. 

• Monitors Customer Performance by tracking customer contribution and market share. 

Manage Internal UI Processes

• Monitors implementation and adherence to UI Processes internally across functions and externally with the respective category and customers.

• Monitors the performance of business partners and guides them to annual objectives with timely inputs

• Communication: Shares actual performance of Business with the Internal Business Partners.

Business Development Projects Management:

• Lead the Operationalization of the agreed initiatives

• Ensure timely delivery as per project timeline.

• Provide clear network update – on actual vs planned.

• Lead coordination meetings of the Multi-Functional team for customer specific projects

• Organize project meetings, prepare minutes and follow up actions. Escalate if critical milestones are likely to be missed.

Eng-To-End Stakeholder Management

• Acts as active ambassador of UI at the customer and of the customer at Unilever.

• Take a leadership role in the execution of end-to-end internal UI processes, ensuring seamless coordination across key business functions, including Customer Development, Marketing, Supply Chain (SC), and Finance.

• Proactively engaging with stakeholders across various departments, fostering collaboration to align objectives, enhance operational efficiency, and drive strategic outcomes.

Candidate Qualifications

• Bachelor’s or master’s degree in business administration, marketing or related field.

• Overall, Sales & Marketing experience with customer facing role at least 3 years.

• Strong track record of success with prior experience in Key Account Management/Modern Trade/Channel Development.

• Skilled in developing and implementing customer/channel investment strategy.

• Experience in Marketing, Trade Marketing is desirable.

• Strong interpersonal skills for handling diverse customer personas and challenged negotiation.

• Ability to operate on a cross-national scale and develop remote management skills

• Finance business partnering skills

• Ability to seize the big picture and also to deep dive into details when necessary

• Ability to stick to the role as outlined and not to be dispersed by non core local activities

• Self-confident integrity is a must, as the difficulties of the job will test incumbents regularly on their values and they will be often carrying difficult messages to their business partners and key customers.

Unilever es una organización comprometida con la equidad, la inclusión y la diversidad para impulsar los resultados de nuestro negocio y crear un futuro mejor, cada día, para nuestros diversos empleados, consumidores globales, socios y comunidades. Creemos que una fuerza laboral diversa nos permite igualar nuestras ambiciones de crecimiento e impulsar la inclusión en todo el negocio. ¡En Unilever estamos interesados en que cada individuo traiga su 'Whole Self' al trabajo y esto te incluye a ti! Por lo tanto, si necesita algún requisito de soporte o acceso, le recomendamos que nos avise en el momento de su solicitud para que podamos apoyarle a través de su viaje de reclutamiento.