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Role Purpose
Lead and grow strategic key accounts across Small Super MT, New Channels, and Export by driving strong Joint Business Planning (JBP), commercial execution, and customer partnerships.
Deliver profitable growth, share gains, and superior execution by winning with customers and shoppers in fast-evolving retail environments.
Key Accountabilities
Key Account Ownership & JBP Delivery
Own end-to-end relationship with assigned key customers (Small Super chains, exporters, niche retail partners)
Develop and execute Joint Business Plans (JBPs) aligned to company and customer growth priorities
Lead annual negotiations (trade terms, pricing, promotions, investments)
Drive mutual value creation and long-term partnership with customers
Commercial Planning & Execution
Deliver account-level sales targets (turnover, share, profitability)
Build customer-specific promo, pricing, and assortment plans
Ensure strong sell-in and sell-out performance across accounts
Execute innovation and NPD launches effectively within accounts
In-store Execution & Performance
Ensure best-in-class execution in-store (distribution, visibility, shelving)
Drive Perfect Store standards with customers and field teams
Track and improve OSA, secondary placements, and promo compliance
Partner with field sales to ensure flawless last-mile execution
Financial & Trade Spend Management
Own P&L at account level (sales, trade spend, ROI)
Drive strong NRM discipline and optimize trade investments
Monitor and manage trade terms, discounts, and spend efficiency
New Business & Account Development
Identify and onboard new customers within emerging formats and import-led retail
Expand distribution footprint within assigned accounts
Unlock opportunities for exclusive SKUs, new formats, or partnerships
Cross-Functional Integration
Work closely with Marketing, CSP, Finance, Supply Chain to deliver account plans
Align on activation, innovation landing, and shopper programmes
Provide customer insights to shape category and channel strategy
Stakeholder & Relationship Management
Build strong relationships with customer buying teams and decision-makers
Act as trusted advisor to customers on category growth
Represent Unilever professionally in all customer interactions
Key Stakeholders
Internal: CD Leadership, CSP, Marketing, Finance, Supply Chain
External: Key account buyers, category managers, import/exporters, distributors
Candidate Qualifications
Strong key account management & negotiation
JBP development and execution
Commercial acumen (pricing, trade terms, NRM)
Data-driven selling & forecasting
5–8+ years in Sales / Key Account / Customer Development
Proven experience managing Modern Trade customers
Track record in delivering JBPs and growth target
High ownership and accountability
Strong stakeholder influencing
Comfortable managing complex and ambiguous customer environments
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.