Function: Customer Development
Work Level: WL2A
Reports to: CBD Lead
Scope: South Africa, Customer Development
Location: Johannesburg or Durban
Terms & Conditions: Full Time
ABOUT UNILEVER
With 3.4 billion people in over 190 countries using our products every day, Unilever is a business that makes a real impact on the world, works on brands that are loved and improves the lives of our consumers and the communities around us. We are driven by our purpose: to make sustainable living commonplace, and it is our belief that doing business the right way drives superior performance. At the heart of what we do is our people – we believe that when our people work with purpose, we will create a better business and a better world.
At Unilever, your career will be a unique journey, grounded in our inclusive, collaborative, and flexible working environment. We don’t believe in the ‘one size fits all’ approach and instead we will equip you with the tools you need to shape your own future.
CATEGORY/FUNCTION INTRODUCTION
Customer Development (CD) is what we call our Sales organization at Unilever. Customer Development works closely with our customers to pioneer new products, build categories, and best deploy best-in-class retail and shopper capabilities.
JOB PURPOSE
The Modern Trade (MT) National Account Manager (NAM) is responsible for driving sales, maintaining healthy relationships with the customers, ensuring availability, visibility, assortment, and merchandising for all brands, and achieving set targets. S/He will work closely with the Customer Business Lead, MT NAM team, the Customer Sales Planning team, and other key stakeholders to drive strategic growth in the modern trade channel.
WHAT WILL YOUR MAIN RESPONSIBILITIES BE
Account Management:
- Develop and nurture strong relationships with key personnel at national retail accounts.
- Serve as the primary point of contact for assigned accounts, addressing inquiries, issues, and business opportunities.
- Collaborate with customers to understand their business objectives, challenges, and opportunities.
Sales and Revenue Generation:
- Develop and implement sales strategies to achieve revenue and volume targets for assigned accounts.
- Drive sales growth by identifying opportunities for product placement, promotion, and expansion within the Customer.
- Negotiate and manage pricing, price increase, promotions, and campaigns (digital included) to maximize profitability while utilising TPA pre & post-evaluations and category strategies.
- Monitor sales performance, analyse data, and identify areas for improvement.
Strategic Planning:
- Develop and execute joint business plans with key Customers, aligned with the company's overall business objectives.
- Identify growth opportunities within accounts and develop strategies to capitalise on them.
- Stay updated on industry & customer trends, competitor activities & landscape, consumer preferences, and other market dynamics to inform & adjust strategies accordingly.
Cross-Functional Collaboration:
- Collaborate with CSP, shopper marketing, marketing, iOps, supply chain, finance and other internal teams to ensure effective execution of account plans and customer service.
- Provide input on product assortment, new product launches, and marketing initiatives based on customer insights.
Forecasting and Analytics:
- Analyse sales data (Sales In & EPOS), market trends, and consumer behaviour to make informed decisions and recommendations.
- Provide input into sales forecasts, track performance against targets, and identify corrective actions when necessary.
- Work closely with Sales Analysts; Demand Planners; CSP & Finance to close of forecasts.
Trading Terms/Adspend/Promotion Negotiations:
- Prepare, & align with Account Lead on Trading Terms, Adspend, Omni-Channel & Digital Media negotiations.
- Negotiate terms, conditions, and adspend with Customers to maximize profitability & implementing business strategies while maintaining mutually beneficial relationships.
- Manage contractual agreements, amendments, and compliance with terms.
Customer Satisfaction:
- Monitor customer satisfaction and address any concerns promptly.
- Proactively identify opportunities to enhance the customer experience and maintain a competitive edge.
Communication and Reporting:
- Prepare and deliver regular reports on sales performance, opportunities, market trends, and account activities to management.
- Communicate internally and externally to ensure alignment on goals, initiatives, and progress.
Experiences & Qualifications
- Bachelor's degree in business/ commerce, marketing, or a related field.
- Proven experience (typically 5-7 years) in sales, account management, or related roles within the FMCG industry.
- Customer management & relationship management
- Strong negotiation, communication, and interpersonal skills.
- Analytical mindset with a focus on data driven decision making of sales data and market trends.
- Proficiency in using sales and data analysis tools.
- Solid track record of achieving sales targets.
Skills
- Customer & Stakeholder management
- Strategic thinking and the ability to develop and execute business plans.
- Negotiations – advanced
- Critical thinking
- Analytical thinking
- Strategic execution
- Building sales growth – Forecasting, Pricing etc
- Resilience & adaptability: Able to thrive in a fast-paced, dynamic environment, with the ability to quickly adjust strategies in response to market changes.
Leadership
- You are an inclusive motivator of people. Your team deliver with real passion, growing and learning from each other whilst delivering quick wins.
- You are still responsible for your own results and as a manager, you also need to motivate others to deliver with passion, creating an inclusive and engaging climate around you. You can balance challenge with support and coaching. You understand the wider business context and you are emotionally intelligent enough to motivate people to deliver what is needed.
- Critical SOL (Standards of Leadership) Behaviors
- PERSONAL MASTERY: Sets high standards for themselves. Has emotional intelligence to take feedback, manage mood and motivations, and build empathy for others.
- PASSION FOR HIGH PERFORMANCE: Generates intensity and focus to motivate people to deliver results at speed. Takes personal responsibility and accountability for execution and results.
- TALENT CATALYST: Invests in people – coaches individuals and teams to realize their full potential. Creates an inclusive climate, empowering everyone to be at their best.
- PURPOSE & SERVICE: Has humility, understanding that leadership is service to others, inside and outside Unilever.
- CONSUMER LOVE: Invests time inside and outside to understand the needs of consumers.
- BUSINESS ACUMEN: Creates sustainable growth with purpose, engaging different partners across the system for change.
Unilever embraces diversity and encourages applicates from all walks of life! This means giving full and fair consideration to all applicants and continuing development of all employees regardless of age, disability, gender reassignment, race, religion or belief, sex, sexual orientation, marriage and civil partnership, and pregnancy and maternity.
Unilever is an equal opportunities employer and committed to diversity and inclusivity in the workplace. We are intentional in employing the best talent that reflects the demographics of our country and which will help build representation of currently under-represented groups. We therefore invite applications from all candidates representing diversity of age, sex, disability, sexual orientation, race, religion or belief. When appointing potential candidates, the South African Employment Equity and Broad Based Black Economic Empowerment Legislation will be considered.
We are required by law to verify your ability to work lawfully in South Africa. If you are applying as a foreign national, please note that you may be requested to provide supporting documents supporting this.
This is an office-based role and requires 100% of time attendance on site.
Unilever is an organisation committed to equity, inclusion and diversity to drive our business results and create a better future, every day, for our diverse employees, global consumers, partners, and communities. We believe a diverse workforce allows us to match our growth ambitions and drive inclusion across the business. At Unilever we are interested in every individual bringing their ‘Whole Self’ to work and this includes you! Thus if you require any support or access requirements, we encourage you to advise us at the time of your application so that we can support you through your recruitment journey.