Assistant Key Account Manager - Food Service (East Malaysia)

Job Title: Assistant Key Account Manager - Food Service

Location: East Malaysia

About the role/brand

We are Chefs Supporting Chefs, #stronger together as one team with one goal, supporting each other and our customers to thrive and grow. We are proud to be part of Unilever, a truly global business, known for great 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 outgrow our competition thanks to our powerful purposeful 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.
And it’s an exciting time to join Unilever Food Solutions (UFS)!

Who You Are and What You’ll Do

We are looking for an Assistant Key Account Manager/Key Account Manager who can help us with the management and development of strategic key accounts (Food Service Chain/ Hotel/ Airline/ Convenient Store) which are generally within a defined geography, in order to create and sustain demand to maximize business growth. He/She is the day-to-day key contact for the customer and is responsible for the delivery of customer targets for their area.
Our ideal candidate shall combine strong customer management skills with solid selling essentials skills, a passion for food and a well-developed sense of purpose. Through this, he/she will be able to contribute to our overall growth, bring efficiency and future proof the business.

Your Role/Key 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 and understanding into how our chain operators make money. Leverage these commercial insights with Channel marketing to create a sustainably profitable business for both parties.
• Communicate regularly with relevant colleagues from different functions i.e. 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 agreed to UFS business strategies.
• Work with customers on consumer research to get an understanding of consumer insights, then propose solutions for the customer.
• Negotiate the price with customers to ensure the total volume and profit target are met.
• Regularly conduct customer business reviews.
• Build up strong relationships with customers through high-quality services and solutions.

Internal Negotiation and Coordination

• Coordinate with internal business support teams from Chef, Research & Development (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, with results-driven/achievement-focused with the end goal in mind.
• Currently an AKAM or KAM most preferred. Diverse key account management (FMCG or foodservice exposure) with reporting downlines an added advantage.
• Relevant industry; Foodservice, Retail-Consumer Foods, Hospitality & Tourism, Food-Tech, Banking & Finance.

The Hidden Gem in you

• Strong communication and negotiation skills.
• Proven track record of delivery topline and bottom-line results.
• Proven track record of managing multiple stakeholders, customers and distributors, and delivering operational excellence.
• Passion for Growth: to demonstrate “Can-Do “attitude and leadership to reach outstanding growth levels.
• Change Catalyst: To initiate and drive necessary changes.

The Leadership Behaviours in You

• Purpose and Service – you will understand Unilever’s purpose of making sustainable living commonplace and be passionate about helping our customers live their purpose.
• Personal Mastery – You can keep cool under pressure and are resilient setting high standards for yourself and others. Able to work collaboratively internally and externally to get the support needed.
• Consumer Love/Agility - An obsession with understanding the local needs of consumers and operators, and a desire to find solutions that deliver for Guests, Customers and Unilever.
• Business Acumen - You will have an outside-in approach, focused on generating sustainable growth combined with resilience and determination to achieve targets.
• Talent Catalyst – You can galvanize the organization internally to meet the needs of your customers. You will coach and develop colleagues globally sharing your knowledge and experience.

How to Apply:

Please apply online and add your updated resume. Your application will be reviewed against our requirements and we will be in touch to provide you with an update on the status of your application if shortlisted.

About Unilever:

Be part of the world’s most successful, purpose-led business. Work with brands that are well-loved around the world, that improve the lives of our consumers and the communities around us. We promote innovation, big and small, to make our business win and grow; and we believe in business as a force for good. Unleash your curiosity, challenge ideas, and disrupt processes: use your energy to make this happen. Our brilliant business leaders and colleagues provide mentorship and inspiration, so you can be at your best. Every day, many Malaysian 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.

Every individual here can bring their purpose to life through their work. Join us and you will be surrounded by inspiring leaders and supportive peers. Among them, you will channel your purpose, bring fresh ideas to the table, and simply be you. As you work to make a real impact on the business and the world, we will work to help you become a better you.

A Unilever é uma organização comprometida com equidade, inclusão e diversidade para impulsionar nossos resultados de negócios e criar um futuro melhor, a cada dia, para nossos diversos funcionários, consumidores globais, parceiros e comunidades. Acreditamos que uma força de trabalho diversificada nos permite igualar nossas ambições de crescimento e impulsionar a inclusão em todo o negócio. Na Unilever estamos interessados em cada indivíduo trazendo seu "Eu como um todo" para o trabalho e isso inclui você! Assim, se você precisar de algum suporte ou requisitos de acesso, nós o encorajamos a nos aconselhar no momento de sua inscrição para que possamos apoiá-lo através de sua jornada de recrutamento.