JOB PURPOSE
As National Account Manager, you will be responsible for delivering sustainable and profitable growth across one or more strategic national customers.
As the overall business lead for your assigned account(s), you will develop and execute customer growth strategies that increase sales, profitability and market share while strengthening long-term customer partnerships.
You will bring together cross-functional teams across Customer Development, Marketing, Category Management, Finance, Supply Chain, Revenue Growth Management and Customer Operations to achieve business objectives and unlock new growth opportunities.
KEY RESPONSIBILITIES
Business Growth & P&L Management
- Develop and execute annual Customer Business Plans aligned with company objectives.
- Deliver agreed targets for turnover, profitability, margin and market share.
- Manage the customer P&L and optimize trade investments to maximize return on investment.
- Identify and capture profitable growth opportunities within the customer business.
Customer Strategy
- Build a medium- and long-term strategic vision for the customer partnership.
- Develop Joint Business Plans that create value for both Unilever and the customer.
- Translate customer priorities and business objectives into actionable commercial plans.
- Monitor market, customer and category developments to identify future growth opportunities.
Negotiation Excellence
- Lead annual and periodic customer negotiations.
- Represent Unilever's interests in complex commercial discussions.
- Deliver mutually beneficial solutions while protecting financial objectives and business priorities.
Commercial Execution
- Develop assortment recommendations, promotional plans and innovation deployment strategies.
- Partner with field and headquarters teams to ensure effective execution of commercial plans.
- Track key business performance indicators and implement corrective actions where necessary.
Cross-Functional Leadership
- Lead and coordinate cross-functional project teams.
- Align internal stakeholders around customer priorities and business objectives.
- Act as the voice of the customer within Unilever and as a trusted representative of Unilever with the customer.
REQUIRED QUALIFICATIONS
- University degree in Business Administration, Commerce, Economics, Marketing or a related field.
- 5 to 10 years of experience in Sales, Customer Development, Key Account Management or Commercial Negotiation.
- Strong experience in the FMCG industry.
- Proven track record of managing national customers, key accounts or strategic commercial partnerships.
- Strong commercial acumen and advanced negotiation capabilities.
- Solid financial understanding and experience managing customer P&Ls.
- Strong analytical skills and a results-oriented mindset.
- Advanced proficiency in Excel and commercial analysis tools.
- Experience leading complex cross-functional projects and initiatives.
PREFERRED QUALIFICATIONS
- Experience working with major retail customers in the French market.
- Knowledge of Revenue Growth Management principles.
- Experience developing Joint Business Plans and category growth initiatives.
- Familiarity with cross-functional stakeholder management in a matrix organization.
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.
#LI-Onsite