KAM – Route to Market
Function: Food Solutions CD
Reports to: NAM RTM – Cash & Carry & Bidfood
Scope: Local
Location: South Africa
Terms & Conditions: Full time
ABOUT UNILEVER
With billion people in over 190 countries using our products every day, Unilever is a business that makes a real impact on the world. Work on brands that are loved and improve the lives of our consumers and the communities around us. We are driven by our purpose: to make sustainable living commonplace, and it is our belief that doing business the right way drives superior performance. At the heart of what we do is our people – we believe that when our people work with purpose, we will create a better business and a better world.
At Unilever, your career will be a unique journey, grounded in our inclusive, collaborative, and flexible working environment. We don’t believe in the ‘one size fits all’ approach and instead we will equip you with the tools you need to shape your own future.
UFS
Unilever Food Solutions (UFS) is the € foodservice division of Unilever, across 22 Multi Country Organizations (MCOs) in 72 countries. It leads the dynamic food service market across its categories and has ambitious growth objectives. We service operators via providing solutions for restaurants, hotels, contract and independent caterers and Deli’s.
UFS is accelerating its digital transformation to fuel growth through data driven and technology enabled go-to-market capabilities.
JOB PURPOSE
As the Key Account Manager for route to market, you will be for responsible for delivering the customer strategy of UFS as guided by annual IBP plans.
Driven by strong key account management skills and great execution with both direct and indirect customers you will build an engagement strategy via both offline & online with customers to deliver business growth targets Turnover, volume, reach & penetration.
Unilever is the place where you can bring your purpose to life with the work that you do – creating a better business and a better world. If you are a self-motivated, outcome driven sales individual, with a strategic and agile mindset then this role is just for you.
WHAT WILL YOUR MAIN RESPONSIBILITIES BE (But not limited to):
Accountable for delivering business target for the assigned territory/area/region and Customer P&L ie., turnover, volume, reach & penetration, eComm & digital targets.
Build & Nurture relationships with trade, wholesalers (distributors) C&C’s & its teams including DSRs/CRO’s.
Design full strategic route to market plans using Miller Heiman principles.
Develop, maintain, and execute customer account plans/joint business plans with trade partners including trade term agreement, sell out activities and engagement with clear KPIs (Sell-out – Volume, Reach, Penetration, eComm)
Ensure scorecards populated by BEX Data team are used in all planned customer reviews.
Ensure trading terms are signed off and that scorecards are submitted timeously
Submit Proof of Agreement of promotions tied up in trade for timely creation of rebate accruals to Line Manager
Drive data sharing agreements with trade partners for SSD of offline/online sales out as per agreed UFS data roadmap.
Focus on data driven opportunities in all sales out activities that can be effectively measured.
Input of all planned customer activity into a UFS customer activity grid
Use all data effectively, ie insights into actions into plans that enable increased turnover, volume, reach and penetration.
Responsible for accurate forecasting based on planned sales in/out activity. Ensure activities and corresponding spend are given to Line Manager as part of S&OP process.
Conduct financial analysis for planned sales in/out activity via ROI - OPSO and Promo Analysis and ensure that this is signed off by the relevant SOA approver.
Focus on creation on brand awareness and portfolio opportunity at trade partner customer days and trade shows.
Collaborate with Demand Creation Chefs for Trade Partner/DSR/CRO Culinary trainings needed.
Focus on digital selling by working with trade partners to generate demand creation towards either or via traffic to own trade partners platforms
Use data driven recommendations for cross selling.
Drive engagement for trade partners as per defined contact strategy for the assigned territory ie., Performing F2F calls (and virtual when needed) via local CRM tool.
Close collaboration with trade/RTM/C&C team to ensure implementation of promotions by ensuring adequate stock availability and customer related activity to drive sell-out.
Negotiating trade terms including secondary displays, primary share of shelf & other in-store activity to aggressively drive sales out with trade partners.
Monitor stock FIFO implementation, aging and align actions with distributor Trade & C&C’s to minimize business waste.
Have a deep understanding of the competitor landscape and track pricing, in market activity and new launches
Ensure timely submission & settlement of distributor claims (with appropriate supporting documents) from trade partners.
Experiences & Qualifications
Minimum:
Relevant Sales Qualification
2-3 years of working experience in similar function in FMCG
Proven track record in sales, preferably in the Foodservice Industry
Preferred:
Industry knowledge for trade customers (RTM Customers)
Account management.
Skills:
• Strategic Selling skills
Impactful Customer Engagement
Full understanding of all Customers & UFS solutions (research & pre-call planning)
Business Insights to Activation Solution Selling
Sound understanding of all Offline & Online Touchpoints
Familiarity of UFS CD Cycle which includes Planning of call Cycles
Customer Business Planning
• Ability to work with large amounts of information and see the bigger picture
• Critical thinking, ability to look at numbers, trends, data and to come to new conclusions
based on findings
• Data & analytical Skills - Ability to use data driven insights for execution
• Knowing the Business: The ability to demonstrate awareness of the food industry, its markets
• Team player. Ability to work cross-functionally in order to deliver on customer needs.
• Commercial Skills
• Strong Business Acumen
• Strong Negotiation skills
• Exceptional Planning skills
• Strong organizational skills & stakeholder management
• Agility – Ability to adapt & drive the change and flexibility to pivot self & others towards business requirements
• Strong communication skills. Ability to use all company digital tools for external & internal comms.
Leadership
You are energized by delivering fantastic results. You are an example to others – both your results and your resilience. You are constantly on the lookout for better ways to do things, engaging and collaborating with others along the way.
As an individual you are the one responsible for your own wellbeing and delivering high standards of work. You must also focus on the Consumer and what they need. You are humble and have your head up, looking around to interpret evidence and data smartly, spot issues and opportunities to make things better.
Critical SOL (Standards of Leadership) Behaviors (Minimum vs Preference)
PASSION FOR HIGH PERFORMANCE: Takes personal responsibility and accountability for execution and results. Has an owner’s mindset, using data and insight to make decisions.
PERSONAL MASTERY: Sets high standards for themselves. Actively builds own wellbeing and resilience.
CONSUMER LOVE: Whatever their role, always looks for better ways to serve consumers. Invests time inside and outside to understand the needs of consumers.
PURPOSE & SERVICE: Has humility, understanding that leadership is service to others, inside and outside Unilever.
AGILITY: Explores the world around them, continually learning and developing their skills.
BUSINESS ACUMEN: Creates sustainable growth with purpose, engaging different partners across the system for change.
Unilever embraces diversity and encourages applicates from all walks of life! This means giving full and fair consideration to all applicants and continuing development of all employees regardless of age, disability, gender reassignment, race, religion or belief, sex, sexual orientation, marriage and civil partnership, and pregnancy and maternity.
