Key Account Manager - Food Service

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 a Key Account Manager for Chains who can help us with the management and development of selected chains accounts (International and Local Chains Accounts) 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 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 in Push, Chefs, OFS, and Marketing to leverage specialist capabilities as required.
• 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.
• Coordinate with 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).

Key Stakeholders:

• Internal: Customers and distributors, Chef Team, Country Customer Development teams, Country Channel Marketing team, Country Foodsolutions Leadership Team, other support functions e.g., R&D, Supply Chain, Quality Assurance.
• External: Customers (Purchasing, Marketing, R&D, Supply Chain, Operations, Quality Assurance).

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.
• Customer-facing experience in Foodservice industry.

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.