Capability & Key Account Manager (CE & KAM) – Professional Channels

Function:  Customer Business Development

Reports to: Business Development Manager – Pro Channel

Main Purpose

The Capability & Key Account Manager (CE & KAM) is responsible for coordinating sales operations, planning, and data analysis to drive growth in the Professional (Pro) Channel. The role includes managing major key accounts and building sales system capabilities for the total CBD Pro segment, with a focus on execution excellence and business development.

Main Accountabilities

Key Account Management

• Establish and manage partnerships with corporate clients, restaurant chains, and office solution providers.
• Lead contract negotiations and relationship management with key clients.
• Collaborate with CSP, Marketing, and Sales teams to expand and execute customer engagement and partnership programs.
• Develop frameworks and plans to win and retain key customers in the Pro Channel.

Sales Operations & Cross-Functional Coordination

• Analyze data, identify operators & customer insights to build channel-specific strategies.
• Coordinate planning and budget management for brands under the Pro Channel.
• Act as the key liaison between Sales and cross-functional teams (CSP, Marketing, RI, HR, CBD) to ensure seamless execution.
• Manage documentation including contracts, COs, product announcements, and distributor internal communications.

Capability Building

• Design and implement Capability plan, training materials for Sales Supervisors and Salesman aligned with Pro Channel future-fit strategies.
• Support system, KPI sales data tracking, and execute digital transformation project.
• Build and maintain sales dashboards in coordination with Sales Operations.
• Provide tools and materials to improve customer interaction.

Critical Success Factors for the Job

Key Skills

Relevant Experience

• Strong sales and negotiation capabilities
• Good data analysis & data-driven sales planning
• Capability development & Project management
• Coaching & team development

• Customer Management
• Commercial Strategy
• Data Literacy, Digital Savvy
• Category Growth Management
• Proficiency in MS Office
• English fluency is a plus

• Bachelor’s degree in business, Marketing, or related field
• Minimum 3 years of relevant experience as a Sales Supervisor or Customer Executive
• Preferred experience in Key Account Management within FMCG or B2B channels
• Strong track record in driving sales growth and managing key accounts
• Experience in cross-functional collaboration and capability development

Leadership Behaviours

• Purpose and Service orientation
• Agility and adaptability
• Business acumen
• Talent development
• Customer obsession & Passion for high performance

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.