Key Account Executive

Job Profile: Key Account Executive – Organized Retail (Modern Trade)

Function: Modern Trade Operations

Channel: Organized / Modern Trade Retail

Role Summary

The Key Account Executive – Organized Retail is responsible for driving sales and execution excellence across Modern Trade accounts. The role combines operational planning, in-store execution, customer relationship management, and data-driven decision making to deliver HUL priorities across direct and indirect customers.

Key Responsibilities

• 1. Operational Excellence & Cross-functional Collaboration

• Work with COE to create the strategy and design for execution metrics (Assortment, PSP, OSA, etc.) and infra metrics (TopGun, Shogun, etc.).

• Design infra plans to have the right GTM for indirect customers.

• Develop plans to streamline store operations basis KPI monitoring.

• Liaise with Demand Planning to ensure adequate estimates at Depot x Account x BP level.

• Liaise with Supply Planning team to ensure optimum DR to meet customer demand.

• Monitor expenditures on visibility payouts and ensure that they align with the payout principles.

• Conduct monthly and quarterly reviews with HFS to discuss key opportunities and bottlenecks and enable improved execution excellence.

• 2. Modern Trade Operations Responsibilities

• Drive achievement of sales targets across Direct and Indirect customers. Ensure efficient infra deployment across the country to support optimum:

• DC: SM, GPS FOS, GPS BP, Promo Eco

• DF: O2D

• Guide and leverage HFS workforce (PC, FS, FM, etc.) to execute HUL priorities in store. Drive execution excellence in stores via driving:

• Right assortment

• Exceptional availability

• Incremental SOS

• Best-in-class visibility execution and asset compliance

• Implement planograms in store in line with category expectations.

• Monitor the execution of in-store promotions to ensure they are implemented as planned. Coordinate with customer's central as well as regional operations teams to:

• Garner support for effective in-store execution

• Create buzz about activations during events, season, etc.

• Ensure accurate data reporting for tracking execution performance from stores.

• 3. Customer Relationship Management

• Build and maintain relationships with key operations stakeholders in Modern Trade retailers.

• Serve as the point of contact for all operational queries and concerns between HUL and retail partners.

• Negotiate and coordinate with retailers regarding in-store operations and product placement.

• Coordinate regular meetings with retail partners to review execution performance, resolve operational issues, and align on future plans.

• Touchbase with regional customer operations teams during market visits.

• Support maintenance of healthy ROI for KA RS's.

• 4. Data Management and Reporting

• Collect ground intelligence and collaborate with COE to ensure the accuracy of data to maintain consistent reporting.

• Analyse sales and execution data to track performance, identify trends, and make data-driven decisions.

• Provide insights to senior management regarding opportunities, challenges, and areas for improvement in Modern Trade operations.

• KEY REQUIREMENTS (EDUCATION, WORK EXPERIENCE & SKILLS)

• Required a Minimum Fulltime Graduation

• Minimum 4-5 years of Experience in Modern Trade Sales.

• Excellent in ROI Calculations & Data Analysis

• Should be well-versed with Sales Planning & Execution

• Conducting promotional activities

• Decent Communication in English and Local language is desired.

• "All official offers from Unilever are issued only via our Applicant Tracking System (ATS). Offers from individuals or unofficial sources may be fraudulent—please verify before proceeding."