Sr. Key Account Executive

ABOUT UNILEVER:

Be part of the world’s most successful, purpose-led business. Work with brands that are well-loved around the world, that strive to improve the lives of our consumers and the communities around us every day. Every day, nine out of ten Indian households use our products to feel good, look good and get more out of life – giving us a unique opportunity to build a brighter future. We promote innovation, big and small, to make our business win and grow; and we believe in business as a force for good. Our brilliant business leaders and colleagues provide mentorship and inspiration, so you can be at your best.
 

At HUL, we believe that every individual irrespective of their race, colour, religion, gender, sexual orientation, gender identity or expression, age, nationality, caste, disability or marital status can bring their purpose to life. So apply to us, to unleash your curiosity, challenge ideas and disrupt processes; use your energy to make the world a better place. As you work to make a real impact on the business and the world, we’ll work to help you become a better you!

JOB PROFILE: -

Job Position: Key Account Executive, Beauty eCommerce

Local Location: Mumbai HO

Main Purpose: HUL representative to the accounts and responsible for building strong relationships with customer & key customer stake holders. Create competitive, profitable & sustainable mutual plan with customer & ensure excellent execution of plan to provide growth on various categories & channel.

Main Accountabilities:

• Customer Management-

o Create & maintain positive business relationship with direct end customers by continuously proposing solutions that meet their objectives

o Develop and manage sales strategy for each of the designated category buyers

o Develop strategy for acquiring new customers in line with Unilever strategy

• Negotiation-

o Close the deal with customer by negotiating trade terms, trade funding & counterparts according to Unilever strategy

o Manage overall category investments for the customer

o Share of assortment, share of voice with the account and on platform visi negotiations

• Customer Business Plan -

o Lead and execute Joint Business Planning together with the customer in line with both organization & customer objectives

o Develop account specific strategic plans to generate insights for customer/channel (consumer journey, off platform – on platform synergies, traffic)

o On line availability as per the stocking norm set for each SKU

o Land the innovation funnel on time in full with the customer.

o Ensuring service rates & Preparing volume forecasts & plans. Plan regular activations/Joint Marketing Plan to create excitement in the category

• Performance Evaluation-

o Measure and review category performance; margins and customer profitability

o Meet and exceed growth, revenue and availability/content on platform.

• Input :

o Category growth & overall performance POS, market shares, Availability)

o Shopping missions

o Shopper understanding

o Launch performance

o Key call to actions from Joint business planning

• Output -

o Identify new sales opportunities (Up selling/Cross selling)

o Review sales performance, category growth at sub category levels

o Strategies to recruit new consumers & retain existing ones

• Metrics -

o Growing categories competitively and profitably.

o Building categories of the future

o Sales target achievement

o Share of assortment, share of impressions, conversions

o Retail margin and customer profitability

o Service levels / online availability.

Critical success Factors for the Job:

Key Skills -

• Strong analytic quantitative and qualitative

• Business acumen

• Insight into action

• Negotiation

• think customer’s category strategy

• think customer’s / channel shopper

• think delivering profitable category growth

• think business opportunities

Relevant Experience:

Essential:

- Graduation in business / marketing

- Self-motivated with analytical rigor

- Experience in leading teams is critical

Desirable:

Customer facing experience Overall Sales & Marketing experience – 3+ years

Key Environment Internal: with CSPs, Supply Chain, CD-ops, KAE’s External: Key Customers