Key Account Representative 360 (SALAMANCA/VALLADOLID/ZAMORA)Function: Customer DevelopmentReports to: Alberto J. PereiraLocation: Remote (SALAMANCA/VLLADOLID/ZAMORA)Terms: Full-timeJob PurposeUFS is where you can bring your purpose to life through the work you do: creating a better business and a better world.
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If you are passionate about making a positive impact, driving sustainable growth and shaping the future of consumer goods, this is your opportunity to join a team dedicated to innovation, diversity and purpose-led leadership.Key ResponsibilitiesStrategic Account ManagementDevelop and execute Joint Business Plans (JBP) with key customers, aligned with company objectives.Identify growth opportunities, category trends and customer needs to maximize revenue and profitability.Manage the full relationship lifecycle, ensuring long-term partnership and high customer satisfaction.Define annual commercial targets, sales forecasts and budget allocation by account.Distributor ManagementIdentify potential operators in coordination with the Business Developer.Prioritize prospecting based on channel potential.Conduct customer acquisition visits.Negotiate portfolio, pricing, promotions, discounts, freezers and point-of-sale visibility materials.Co-coordinate negotiation with the Culinary Specialist when the operator has multiple buyers.Plan customer development visits and review agreement implementation.Prepare ad-hoc proposals (promotional and visibility materials).
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Arrange visits for identified potential risks or reactive requests.Operational Excellence & Route to MarketCoordinate with Supply Chain, Logistics, Customer Service and Finance to secure flawless Order-to-Cash execution.Monitor inventory levels, delivery performance and logistic service KPIs.Troubleshoot operational issues proactively to ensure service reliability.Guarantee compliance with credit policies and promote healthy customer payment behaviour.Trade Marketing & Point-of-Sale ActivationPlan and execute promotional activities, visibility initiatives and brand activation within each account.Ensure perfect store execution: layout, planogram, visual merchandising and promo compliance.Analyze ROI of promotions and in-store investments to optimise future actions.Business Intelligence & Performance AnalysisTrack and analyse key account KPIs: Sell-In, Sell-Out, distribution, pricing, margins, ROI and profitability.Conduct deep analysis of customer P&L;, market share, category trends and competitor activity.Use CRM, BI tools (Power BI, SAP and others) to generate insights and identify performance gaps.Present monthly & quarterly business reviews (MBR / QBR) to internal stakeholders and customers.Cross-Functional LeadershipAct as the internal \"Account CEO,\" orchestrating support from Marketing, Finance, Supply Chain, Trade Marketing and Operations.Lead cross-functional projects related to Go-To-Market, channel development and customer experience improvement.Train and align field teams (merchandisers, promoters, distributor teams) to ensure strategy execution.Qualifications3–8 years of experience in Key Account Management, Trade Marketing, Sales or Commercial roles.Degree in Business Administration, Marketing, Sales or a related field.Background in FMCG, Retail, HORECA or Distribution preferred;
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experience in pharmaceutical or tobacco industries also considered an asset.Ability to manage complex accounts and multifunctional projects.Data-driven mindset with financial understanding (P&L;, ROI, margins).
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High level of English desirable.Technical And Soft SkillsCRM tools.SAP / ERP systems.Power BI or equivalent analytics tools.Advanced Excel.Knowledge of Route-to-Market and Category Management.Business management, people management and negotiation.Unilever is an organisation committed to equity, inclusion and diversity.
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We believe a diverse workforce allows us to match our growth ambitions and drive inclusion across the business.
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If you require any support or access requirements, please advise us at the time of your application so we can support you through your recruitment journey.