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Customer Account Manager - Discounters

Posted: 4 May 2021 Closes: 4 Jul 2021
Leatherhead, United Kingdom Competitive
Permanent & Full-time URUVGLOBAL3980

Customer Account Manager - Discounters

Location: Leatherhead


The Customer Account Manager is responsible for building strong working relationships with the customer buying team; developing and executing customer business plans at a category level which deliver USG, Market Share and Profitability. They are accountable for the day to day contact with the customer buyers, supply chain, shopper marketing, internal category & brand contacts.

Key focus areas for this role are:

• Develop your team: Develop and support your team with best in class development plans and ongoing coaching/support.

• Love what you do:  As a CAM you will be passionate about all aspects of leading your portfolio to competitive growth.

• Love your customer: You will lead the Customer/ Unilever relationship within your categories – driving growth via strategic alignment and negotiation.

• Do what you say: Drive the JBP, executing the agreed plan setting up a strong ambition and agreement

• Own it: Leverage our brand assets and CCBT structure to deliver new and exciting innovation and activation.

• Be Different: The need for extensive commercial rigor in the assessment and implementation of our Growth Strategy.


  • Develop, coach and support your team.
  • Build strong and sustainable customer relationships
  • Negotiate effectively with your customer, e.g. to agree trade terms, trade funding, and counterparts according to the UL strategy on his/her categories
  • Manage the relationship aspects of key customer ‘events’, e.g. launching of new products, cost price changes, breaches of trade terms
  • Develop and deliver the customer strategic business plan for relevant categories , and the joint customer business plan, working closely with Category Managers and Shopper Marketing
  • Develop and deliver an optimal integrated category promotional plan (including selling the plan with the customer)
  • Manage promotional and non-promotional investments with the customer and ensures all agreements are properly documented and stored
  • Work closely with Commercial Executives to ensure administrative aspects of promotions are completed
  • Manage the launch of new products with customers, e.g. selling in the new product, providing samples etc
  • Ensure effective in-store activation of key events (e.g. promotions, range reviews), providing clear briefings to the Retail Operations Team


  • Manage the customer P&L for relevant categories and the overall level of customer investment
  • Manage in-month performance vs forecast, working closely with CBMs and Customer Operations
  • Manage accruals and pricing accurately and efficiently
  • Ensure customer is compliant with agreed trade terms; where these are breached seek a resolution and monitor implementation
  • P&L Management: Delivery of Turnover & Business Building Terms targets for specific category
  • S&OP Forecasting
  • Provision of clear up to date inputs into Business Processes (Promotional Evaluation, Customer          
  • Business Planning, sales updates, in store tracking, price claim management etc)
  • Delivery of required admin for the customer – pricing, rebates, NLF, promo proposals, trade terms, contracts


  • Business Results
  • Individual set of 3+1’s
  • Business fundamentals from customer category framework


  • Customer management & selling essentials - ideally previous experience of performing a CAM role
  • Prior commercial experience and exposure to P&L
  • Proven history of working within a team environment
  • Prior experience of leading and developing a direct report preferable however not essential
  • Relevant Account Management/Field Sales experience
  • Shopper Marketing or Category Management is preferable


  • Accountability & Responsibility
  • Consumer and Customer Focus
  • Bias for Action
  • Building Talent and Teams 


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