Key Accounts Assistant Manager

About the Role

Unilever Arabia is seeking a Key Accounts Assistant Manager to join their team in Riyadh, Riyadh Region. This full-time role involves managing sales, negotiations, and order facilitation for assigned customers at the store level, aligning with the Customer Business Plan (CBP) and channel strategy. The position focuses on building strong customer relationships, identifying growth opportunities, and addressing performance gaps.

Key Responsibilities

• Deliver the Customer Business Plan and develop corrective actions for performance shortfalls or upsides based on short-term plan execution.
• Conduct sales and negotiations within agreed parameters set by the National Key Account Manager (NKAM)/Key Account Manager (KAM) for customer relationship strategy.
• Manage the end-to-end process within relevant stores, including pricing, order placement, delivery, and all administrative tasks arising from transactions.
• Optimize the claims management process for assigned customers.
• Ensure end-to-end Trade Spend (TTS) process execution, from forecasting to accrual, including claim receipt, validation, dispute resolution, and timely customer payments.
• Ensure Perfect Store execution of the plan by Field Sales through data analysis of PS scores and incorporate learnings into ongoing improvements.

Promotional and Non-Promotional Planning & Execution

• Manage total trade spend, along with terms and conditions and transfer of funds and budgets in sync with business objectives.
• Determine tactics, frequency, and other promotional attributes, leveraging Trade Promotion Optimization (TPO) to optimize plans for customers/region.
• Review the promotional plan with a focus on pre-evaluation of all TTS spend to ensure the right activity is included to maximize ROI.
• Confirm promotional details with the customer, determine opportunistic promotional activity, and manage changes to rebates and live rates (terms, conditions, funds overspend, term payment approval).
• Analyze profit pool and review Customer Category Development (CCD) building blocks (non-promotional plan).
• Update the annual plan through the monthly review of the promotional grid which feeds the Sales & Operations Planning (S&OP) cycle (volume and TTS).

Candidate Requirements

Candidates should possess a proven negotiation track record at a Customer Facing Management level. The role requires experience working across multiple business teams while balancing multiple priorities. A minimum of 3-5 years of relevant experience is required for this position.

Work Environment

This is a full-time position based in Riyadh, Saudi Arabia, within Unilever Arabia. The role involves working closely with various internal teams and external customers to achieve business objectives.