Key Account Manager and Pull Lead

Unilever is currently hiring for Key Account Manager & Pull Lead based in Head Office, Indonesia

About Unilever

Unilever Food Solutions (UFS) is the €2.5bn+ foodservice division of Unilever. It leads the dynamic Food Service market across its categories and has ambitious growth objectives, marketing a range of professional food and beverage products and services to operators across 22 Multi Country Organizations (MCOs) in 67 countries.

UFS Indonesia is country organization (PU) within Global UFS business group. It has annual NPS € 66 million. UFS Indonesia is growing from strength to strength has continuously enjoy good growth record over the past 5 years. We carry a portfolio of local and international brands-- Bango, Royco, Sariwangi, Lipton, Knorr Professional, and Hellmann’s. Our main customers are chain restaurant accounts, independent restaurants, CPU/food manufacturers/central kitchen, caterers, café and tea shop, etc.

Job Purpose

Unilever is the place where you can bring your purpose to life with the work that you do – creating a better business and a better world. If you are a talent that passionate in sales and food, strong customer focus, effective management trough strong relationship building, drive sustainable growth by creating and sustaining customer demand. Ensure the implementation of Customers plans in order to deliver on top line (value), volume and profitable growth, then this role is just for you!

Main Responsibilities

• Develop annual Customers Plans / JBP with OX marketing, Pull team (CD Executive) to deliver assigned customers business target
• Ensure our product are listed and fully embedded in the menu’s ad recipes of local, global chains and others Key customers.
• Coaching and development pull and distributor sales team to ensure they deliver on their KPI’s
• Accountable for delivering business targets trough relevant chain and pull customers (responsible for direct and indirect USG, penetration and reach)
• Implementation of the relevant CD tools for the Chain / FS Direct Channel (Account Plans, JBP, Win & retain, penetration and reach)
• Collaborate with Chef and OX marketing to generate insight and trends from customers, market and dinners to translate in dish recipe that will be implemented by customers (Chain Restaurants) to drive traffic and volume growth
• Pillot and lead innovation in portfolio with strategic key accounts to increase UFS market share and turn over
• Build right contact matrix and maintain good relationship for increasing business opportunities with Key Accounts/Customers
• Drive cooperation with distributor to develop pull (independent restaurant) customers to increase sales growth and product penetration
• Aggressive to seek business opportunities (new chains customers and innovation) and funneling the supply to direct or indirect (distributors) to grow penetration and UFS product share.
• Work closely with other functions: Area Business Managers, Chef, OX Marketing, R&D, Supply Chain, Finance, and CD Excellence to ensure all operations are being smoothly run
• Team Structure:
• Reporting to National Sales Manager FS Direct
• Direct Reports: CD Executive
  
  

Candidate Criteria

Experience & Qualification

• Candidate must have a bachelor’s degree in any field
• 4-6 years of working experience in customer development / field sales in FMCG
• Proven track record in Sales Management (including Key Accounts)
• Passion in sales, food and the industry
  
  

Skill

• Account Management
• Business Acumen
• Strong Negotiation Skill
• Effective Communication
• Strategic Influencing
• Strategic Selling
• Project Management
  
  

Leadership

• You are energized by delivering fantastic results. You are an example to others – both your results and your resilience. You are constantly on the lookout for better ways to do things, engaging and collaborating with others along the way.
• As an individual you are the one responsible for your own wellbeing and delivering high standards of work. You must also focus on the Consumer and what they need. You are humble and have your head up, looking around to interpret evidence and data smartly, spot issues and opportunities to make things better.
  
  

Critical SOL (Standards of Leadership) Behaviors

• PASSION FOR HIGH PERFORMANCE: Takes personal responsibility and accountability for execution and results. Has an owner’s mindset, using data and insight to make decisions.
• PERSONAL MASTERY: Sets high standards for themselves. Actively builds own wellbeing and resilience.
• CONSUMER LOVE: Whatever their role, always looks for better ways to serve consumers. Invests time inside and outside to understand the needs of consumers.
• PURPOSE & SERVICE: Has humility, understanding that leadership is service to others, inside and outside Unilever.
• AGILITY: Explores the world around them, continually learning and developing their skills.
  
  

Note: Unilever embraces diversity and encourages applicates from all walks of life! We are committed to making reasonable adjustments to provide a positive, barrier-free recruitment journey. If you require any support to complete your application or any subsequent stage throughout your recruitment journey with us at Unilever, then please specify how we may be able to assist you.

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.