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Customer Account Manager UK Residuals and Remnants

Posted: 15 Jul 2019 Closes: 17 Jul 2019
Leatherhead Competitive
Permanent & Full-time 190006Z2

JOB TITLE:      Customer Account Manager

UK Residuals and Remnants Manager
Household and BPC Distributor Manager
LOCATION: Leatherhead
Job purpose

The Customer Account Manager is responsible for building strong working relationships with the customer’s buying team; developing and executing customer business plans at a category level which deliver USG, Market Share and Profitability. You 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:

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 be responsible for the Customer/ Unilever relationship within your categories – driving growth via strategic alignment and negotiation.

Do what you say: Drive the JBP, executing the agreed 2019/20 plan setting up a strong ambition and agreement

Own it: Use 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.


Own, develop and manage the residuals and remnants process for the UK. Ensure pre alignment with CCBT’s, supply chain, clan leads and business operation team to make deals which maximise the gross profit and turnover whilst minimising the risk and administration. Other considerations in the process are (in consultation) making the right tactical recommendations to maximise the opportunity e.g. to open new channels and (or) maintain existing business. This role requires a deep understanding of Unilever process and the P&L. Coupled to a working knowledge of all customer teams combined with an ability to manage multiple requests to achieve the optimum solution at full speed.

HPC distributor lead will be responsible for the overall commercial relationship and performance of the distributor ensuring excellent end user customer development and no gap in service to that expected by a customer buying direct.

You will be lead CAM for fabric solutions and sensations

You champion the right solutions for the channel and share learning and expertise with customers serviced by the distributor, but which sit outside the definition of convenience i.e. discounters / drugstores.

You will lead the distributor commercial team and sales team to deliver the best growth agenda for Unilever.

Experience of working with and understanding the distributor model is important to the fast start required in this role.

You will lead the household and BPC CAM team for this distribution channel.

You will support the development of new business and seek solutions to maximise.

You will be energized by building strong and sustainable customer relationships

You will negotiate effectively with your customer, e.g. to agree trade terms, trade funding, and counterparts according to the UL strategy on his/her categories

You will handle the relationship aspects of key customer ‘events’, e.g. launching of new products, cost price changes, breaches of trade terms

You will Develop and deliver the customer strategic business plan for relevant categories , and the joint customer business plan, working closely with Category Managers

You will develop and deliver an optimal integrated category promotional plan (including selling the plan with the customer)

You will handle promotional and non-promotional investments with the customer and ensures all agreements are properly documented and stored

You will work closely with Commercial Executives to ensure administrative aspects of promotions are completed

You will handle the launch of new products with customers, e.g. selling in the new product, providing samples etc


Handle the customer P&L for total distributor with significant 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 follows 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

Key Deliverables
Business Results
Individual set of 3+1’s

Business fundamentals from customer category framework

Key experience and qualifications required

Customer management & selling essentials - ideally previous experience of performing a CAM role

Prior commercial experience and exposure to P&L

Validated history of working within a team environment

Prior experience of leading and developing a direct report preferable however not essential

Good foundation of relevant Account Management/Field Sales experience

Previous Shopper Marketing or Category Management experience is preferable

Required Leadership Behaviours 
Purpose & Service 

Personal Mastery 
Business Acumen 

Talent Catalyst 
Consumer Love 
Passion for High Performance 

Please apply online and add your PDP & Talent Profile if possible. Your application will be reviewed against our requirements and we will be in touch to provide you with an update on the status of your application.


This role is offered on local terms only which means you must currently hold right to work in the UK & I and do not require sponsorship by Unilever.


By applying for this vacancy, you are confirming that you have made your Line Manager aware of your application and that you are at a point in your career with Unilever where it is appropriate for you to be applying for other positions.


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