Skip to main content

Customer Account Manager - Wholesale

Posted: 15 Jan 2020
Leatherhead, United Kingdom Competitive
Permanent & Full-time URUVGLOBAL1027

Customer Account Manager - Wholesale

Location: Leatherhead

Salary: Up to £39,500 + Company Car + Excellent Benefits

The Out of Home channel is a significant growth opportunity for the UK business with an ambition to grow double digit every year.

We will not be able to achieve this ambition without strong relationships with the wholesalers that service the Out of Home market.

The purpose of this Customer Development Executive role is to be the first point of contact with some key national and regional wholesalers across the UK and to work with them to deliver consistent long term profitable growth by utilising investment to deliver our ambitious sales, share and profit targets.

The successful candidate will be a self-starter with imagination and drive to overcome challenges and a curiosity as to how we improve the sales of ice cream to retail and leisure customers via the wholesale market.


Build and maintain strong customer relationships

  • Build strong and sustainable relationships at all levels
  • Develop a contact network at head office and in the regions; with buyers, telesales staff and area managers
  • Act as an active ambassador of Unilever
  • Negotiate and influence effectively with the customer e.g. to agree annual terms, funding, ice cream ranging, according to the UL ice cream strategy
  • Manage our presence at key customer events e.g. wholesale trade events
  • Keep abreast of the latest news and trends in the wholesale and out of home ice cream sector  
  • Engage with new contacts to generate new business

Develop and execute world-class customer business plans

  • Develop strong customer business plans with the support of a great cross-functional team of Brand Managers, Category Managers, Finance Managers and Shopper Marketing
  • Manage promotional and non-promotional investments with the customers and ensure all agreements are properly documented and stored
  • Manage the launch of new products with customers e.g. selling in the new product and providing samples in a timely manner
  • Share best practice across the wholesale team
  • Work closely with field team contacts to help facilitate a strong route to market connection that capitalises on the plans agreed with the wholesaler

Manage financials efficiently and control risk to Unilever

  • Develop customer strategies to ensure delivery of sales, share and profit targets
  • Manage the customer P&Ls and the overall level of customer investment, as well as monitoring customer sales and stock levels
  • Ensure regular reviews with customers to monitor and maintain performance versus plan
  • Manage accruals efficiently
  • Ensure customer is compliant with terms; where these are breached seek a resolution and monitor implementation

Knowledge & Skills Required

  • Relevant sales experience in FMCG
  • Commercial and financial acumen
  • Sales and negotiation
  • Influencing and relationship building
  • Networking ability at all levels of seniority
  • Communication and presentation skills
  • Analytical ability to draw insights from data
  • Competent with Excel and key business systems



Share Job