National Account Manager

  • Unilever
  • Durban, KwaZulu-Natal
  • Oct 29, 2017
Full time Business Development Finance Management

Job Description

National Account Manager

Deliver a sales turnover target in a specific retailer or channel through the execution of a customer business plan that is aligned to the objectives of Unilever South Africa. Responsible for the achievement of this turnover in the short (monthly) and medium (annual) term within the BBT% agreed in the CVA framework.

Main Accountabilities:

Customer Business Planning and Execution

  • Develops the annual customer business plan for his/her respective categories that will allow the turnover and market share targets to be achieved monthly within the BBT framework ; this can be a joint customer business plan if the retailer is at the level of maturity to engage in joint plans
  • Works in close collaboration with the Category Operations Manager to :
    • ensure that all demand inputs from the retailer are captured in the Intel meeting as part of the S&OP process
    • Develop optimal promo plan (depth & frequency of deal) that allows customer to contribute to total category target
  • Works with Shopper & Customer Marketing on shopper activation plans and facilitates external interfaces between retailer and SCM team
  • Works with Trade Category Management on annual category reviews and/or  ongoing ranging and shelf opportunities
  • Works with CD Finance to track the delivery of the plan and looks to drive investment efficiencies through ongoing OPSO evaluation of BBT spend
  • Works with Customer Service teams to ensure that the plan agreed with buyers is executed through the retailers supply chain and that service levels to customers are of an acceptable standard
  • Provides clear objectives and deliverables for the field team and tracks execution through the Perfect Store programme
  • The ability to engage collaboratively with the retailer and build competitive advantage for both parties through the Joint Business Planning process.

Commercial Selling and Negotiation

  • Develops compelling commercial sales arguments to enlist the support of retailers for new product lines, category strategies and shopper marketing initiatives
  • Negotiate the landing of the annual plan with the retailers as well as price increases as and when they need to be taken
  • Negotiate levels of funding and support on an ongoing basis


  • Acts as an ambassador for Unilever externally and displays the highest levels of the Standards of Leadership in all dealings with the customer
  • Participates actively in the account managers meetings, looking at the best solution for Unilever at all times
  • Works with the other account managers and COM to ensure open communication and transparency of trade investment and promotional plans

Minimum Requirements:


·        1 to 2 years relevant Account Assistant/Key Account experience at WL1

·        1 to 2 years COM Assistant at WL1


·        Management experience in COM

TCM and SCM experience