Customer Development Manager

Job Title: Customer Business Development Manager

Location: Malaysia

Who You Are and What You’ll Do

Develop and execute with our customers a customer strategy and customer business plan and responsible for the achievement of Sales (NIV and Turnover), Market Share and the Profit and Lost (P&L) of his/her customers for the categories as well as for the implementation and the optimisation of the category strategies within the customer.

Team Structure:

• Reporting to: Group Customer Development Manager
• Direct reports: A few direct reports in Modern Trade/Distribution space

Your Role/Key Responsibilities:

Customer Strategy and Business Plan

• Develops the customer strategic business plan for his/her respective categories and customers. Work out a joint customer business plan for his/her respective categories and customers.
• Works in close collaboration with the Category and Channel Team for the category and channel input, and with customer marketing and brand teams for the specific banner/channel plan.
• Develops optimal integrated promo plan (incl. selling the plan to the customer) and manage promo investments.
• Manages customer promo investment with the customer.
• Manage the customer P&L for his/her respective categories.
• Provide clear objectives and deliverables for the Customer Business Development Executives (CBDEs)/field team.
• KPIs and sales target setting for the key accounts and Distributor Sales Representatives (DSRs).
• Deliver the agreed plan, follow-up achievement of counterparts set in the agreement.
• Consistent monthly and quarterly business reviews of Joint Business Plannings/Trade Term with customers through PowerPoint presentation.
• Data churning and analysis to provide accurate business requirements for business review presentations to customers.

Building Talents and Teams

• Coach and train CDEs, merchandisers and or distributor modern trade sales team members as per guide and or as per team training needs or gaps.

Negotiation

• Closes the deal with the Customer by negotiating the trade terms, trade funding, and counterparts according to the Unilever strategy on his/her categories.
• Manages overall levels of Customer Investments for his category.
• Monitors Customer Performance by tracking customer contribution and market share for major categories.

Plays active ambassador role

• Acts as active ambassador of Unilever at the customer and of the customer at Unilever.
• Participates actively to the account managers’ meetings, looking at the best solution for the business.

Key Stakeholders:

Internal:

• Customer Development, Supply Chain, Finance

External:

• Clients in Modern Trade or Distribution space

Travel:

50% of the time for travelling.

What You’ll Need To Succeed

• A seasoned professional in key account management/modern trade
• Experienced in FMCG industry and managing a large customer base
• Skilled in developing and implementing customer/channel investment strategy
• Experienced in managing a team of direct/indirect reports

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.

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.

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