Key Account Manager - Chain & CPU

Overview

Chefs Supporting Chefs, stronger together as one team with one goal, supporting each other and our customers to thrive and grow. We are part of Unilever Food Solutions, a global business known for purposeful brands and a vision to make sustainable living commonplace. As the dedicated foodservices business of Unilever, we lead the B2B industry in providing professional high-quality food ingredients, value-adding services and expert culinary support. We operate in over 70 countries. We empower our people to make a bigger difference at every level in the organization. We outgrow our competition thanks to our powerful brands such as UFS, Knorr, Hellmann’s and The Vegetarian Butcher and talented entrepreneurial people. We spearhead digital innovation, guided by data-driven trends and insights, to build perfect experiences for our customers. Unilever Food Solutions is an inspiring global company made up of talented, diverse professionals who are truly passionate about the people we serve and provide the expertise to meet their needs. In this positive and open culture of ‘Support, Inspire and Progress’, we empower our people to make a bigger difference at every level in the organization. Your role and what you’ll do

We are looking for a Key Account Manager who can help manage and develop strategic key accounts (Food Service Chain / Hotel / Airline / Convenient Store) within a defined geography to create and sustain demand to maximize business growth. The role is the day-to-day key contact for the customer and is responsible for delivering customer targets for their area. Our ideal candidate combines strong customer management skills with solid selling essentials, a passion for food and a well-developed sense of purpose, contributing to overall growth, bringing efficiency and future-proofing the business. Responsibilities

Cascade and translate strategy into action plans for team / customers. Input, understand and align with appropriate Channel business plan. Deliver, win and retain profitable business with chain customers. Improve profitability by measuring and managing customer contribution. Develop in conjunction with channel marketing, activity for differentiation. Negotiate business terms for each customer to reach the most effective conditions for Unilever. Gain insight into how chain operators make money and leverage these insights with Channel marketing to create a sustainably profitable business for both parties. Communicate regularly with relevant colleagues from different functions (e.g., Distributor Account Managers, Chefmanship team and Customer Service team). Obtain and feedback information about competitors and their activities on the market. Control and manage assigned budgets for selling support in line with Unilever policies and strategy. Coordinate with Business Excellence and Supply Chain Team for demand planning. Customer Negotiation and Coordination

Conduct innovation sessions with customers to agree on products or concepts that fit both customers’ needs and UFS strategies. Work with customers on consumer research to understand insights, then propose solutions. Negotiate the price with customers to ensure total volume and profit targets are met. Regularly conduct customer business reviews. Build strong relationships with customers through high-quality services and solutions. Internal Negotiation and Coordination

Coordinate with internal business support teams from Chef, R&D, Supply Chain, Channel Marketing and related functions to ensure smooth and efficient operations to support the business growth plan. Key Stakeholders

Internal : Customers and distributors, Chef Team, Country Customer Development teams, Country Channel Marketing team, Country Food Solutions Leadership Team, other support functions e.g., R&D, Supply Chain, Quality Assurance. External : Customers (Purchasing, Marketing, R&D, Supply Chain, Operations, Quality Assurance). Travel : 70% of the time for travelling. What You’ll Need To Succeed

Bachelor’s Degree. Minimum 3 - 5 years of relevant Account Management / Field Sales experience, results-driven with an achievement focus. Currently an AKAM or KAM is preferred. Diverse key account management (FMCG or foodservice exposure) with reporting downlines is a plus. Relevant industry experience : Foodservice, Retail-Consumer Foods, Hospitality & Tourism (Food-related). The Hidden Gem in you

Strong communication and negotiation skills. Proven track record of delivering topline and bottom-line results. Proven track record of managing multiple stakeholders, customers and distributors, and delivering operational excellence. Passion for growth and a Can-Do attitude to reach outstanding growth levels. Change catalyst : ability to initiate and drive needed changes. The Leadership Behaviours in You

Purpose and Service – align with Unilever’s purpose of making sustainable living commonplace and help customers live their purpose. Personal Mastery – stay composed under pressure, set high standards, and collaborate to get support needed. Consumer Love / Agility – understand local needs and deliver solutions for Guests, Customers and Unilever. Business Acumen – generate sustainable growth with resilience and targets in mind. Talent Catalyst – galvanize the organization to meet customer needs and coach colleagues globally. Diversity and Inclusion

Unilever is an organisation committed to equity, inclusion and diversity to drive business results and create a better future for diverse employees, global consumers, partners, and communities. If you require any support or access requirements, please advise us at the time of your application so we can support you through your recruitment journey.

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