Key Account Manager - Massmart & Independent Retail HC

About the Company

Unilever impacts 3.4 billion people in over 190 countries daily with its products. The company prides itself on making sustainable living widespread while fostering better communities and lives through its brands. Unilever places people and purpose at the forefront, driving positive business and societal impact.

Customer Development Function

This segment is the sales division responsible for activating Unilever brands both in-store and online. It collaborates with retailers and customers to innovate products, expand categories, and implement outstanding retail and shopper solutions. The team focuses on relationship-building, strategic influence, and market success.

Job Purpose

The Key Account Manager will lead strategic partnerships with major customers, aiming to drive profitable growth. Responsibilities include shaping collaborative business plans, optimizing product assortment and pricing, and ensuring flawless implementation of Unilever’s commercial objectives. This position demands a blend of strategic thinking and strong operational execution.

Key Responsibilities

• Develop and nurture solid relationships with crucial customers.
• Lead commercial negotiations within pre-agreed boundaries.
• Create and execute customer-specific business plans aligned with category and channel strategies.
• Accelerate category expansion via assortment, pricing, and promotional initiatives.
• Manage the entire sales process including pricing, orders, delivery, and administrative tasks.
• Collaborate with the Unilever Field Sales team to ensure optimal in-store execution including stock management and claim reduction.
• Achieve national category targets, KPIs, and commercial goals.

Business Insight and Performance Monitoring

• Track sales data to identify risks and growth opportunities.
• Leverage market, shopper, and category insights to guide strategy development.
• Offer clear, actionable advice to improve customer outcomes.

Cross-Functional Collaboration

• Coordinate with Marketing, Supply Chain, Finance, and Category teams for customer-centric solutions.
• Align forecasts, budgets, and turnover assumptions with Customer Business Development Manager.
• Engage in multi-departmental meetings to find optimal business strategies.
• Effectively manage business resources such as vehicles, phones, and travel expenses.

Minimum Qualifications and Experience

• A degree in a related discipline is required.
• 2 to 3 years’ experience in Key Account or Category Management.
• Experience in Customer Marketing or Trade Category Management is advantageous.
• Solid understanding of customer Profit & Loss and category financials.
• Proven expertise in developing and executing customer strategies.

Skills and Competencies

• Strong commercial insight and negotiation capabilities.
• Data-oriented mindset capable of transforming insights into practical actions.
• Excellent at building relationships and managing stakeholders.
• Focused on execution with good problem-solving skills.

Core Values

• Deep care for consumer brand experiences, team development, and environmental impact.
• Setting personal high standards with emotional intelligence and humility.
• Focus on key priorities, generating motivation to deliver rapid results.
• Forward-thinking and creative, using a test-learn approach with a strong ownership mentality.
• Commitment to delivering excellent results with accountability.

Diversity and Inclusion

Unilever is committed to equal employment opportunities and workplace diversity, honoring South African employment equity and empowerment laws. Applicants from all backgrounds regarding age, gender, disability, sexual orientation, race, religion, or beliefs are encouraged. Foreign nationals must provide work authorization documentation.

The company supports equity, inclusion, and diversity to propel business success and social impact, inviting all candidates to bring their whole selves to work. Applicants requiring accommodation during recruitment are encouraged to notify the company.