Description:
The Channel Account Manager is responsible for building strong working relationships with the customer buying team; developing and executing customer business plans at a category level which deliver USG, Market Share and Profitability in line with our fundamentals fo growth ambitions. They are accountable for the day to day contact with the customer buyers, supply chain, shopper marketing, internal Commercial & Brand contacts.
Key focus areas for this role are:
- Love what you do: As a CAM you will be passionate about all aspects of leading your portfolio & Customers to deliver competitive growth.
- Love your customer: You will lead the Customer/ Unilever relationship within your categories – driving growth via strategic alignment and negotiation.
- Do what you say: Deliver month on month, Drive the JBP, executing the agreed plan setting up a strong ambition and agreement
- Own it: Leverage our brand assets and CCBT structure to deliver new and exciting innovation and activation.
- Be Different: The need for extensive commercial rigor in the assessment and implementation of our Growth Strategy. Ability to identify opportunities to optimise our business, develop a plan and deliver results
- Build strong and sustainable customer relationships
- Negotiate effectively with your customer, e.g. to agree trade terms, trade funding, and counterparts according to the UL strategy on his/her categories
- Manage the relationship aspects of key customer ‘events’, e.g. launching of new products, cost price changes, breaches of trade terms
- Develop and deliver the customer strategic business plan for relevant categories , and the joint customer business plan, working closely with CCD, Category Managers and Marketing
- Develop and deliver an optimal integrated category promotional plan (including selling the plan with the customer)
- Manage promotional and non-promotional investments with the customer and ensure all agreements are properly documented and stored
- Work closely with trading executives to ensure administrative aspects of promotions are completed
- Manage the launch of new products with customers, e.g. selling in the new product, providing samples etc
- Ensure effective in-store activation of key events (e.g. promotions, range reviews), providing clear briefings to the Retail Operations Team
- Manage the customer P&L for relevant categories and the overall level of customer investment
- Manage in-month performance vs forecast & course correct as neccesary to deliver to plan
- Manage accruals and pricing accurately and efficiently
- Ensure customer is compliant with agreed trade terms; where these are breached seek a resolution and monitor implementation
- P&L Management: Delivery of Turnover & Business Building Terms targets for specific category
- Provision of clear up to date inputs into Business Processes (Promotional Evaluation etc)
- Business Planning, sales updates, in store tracking, price claim management etc)
- Delivery of required admin for the customer – pricing, rebates, NLF, promo proposals, trade terms, contracts
- Business fundamentals from customer category framework
- Suitable years of experience relevant Account Management
- Prior commercial experience and exposure to P&L management
- Proven history of working within a team environment
By applying for this vacancy, you are confirming that you have made your Line Manager aware of your application and that you are at a point in your career with Unilever where it is appropriate for you to be applying for other positions.