Unilever Customer Development Manager, Modern Trade in Kuala Lumpur, Malaysia

Customer Development Manager, Modern Trade



Develop and execute with our customers a customer strategy and customer business plan and responsible for the achievement of Sales (NIV and Turnover), Market Share and the Profit and Lost (P&L) of his/her customers for the categories as well as for the implementation and the optimization of the category strategies within the customer.


Customer Strategy and Business Plan

  • Develops the customer strategic business plan for his/her respective categories and customers. Work out a joint customer business plan for his/her respective categories and customers.

  • Works in close collaboration with the Category and Channel Team for the category and channel input, and with customer marketing and brand teams for the specific banner/channel plan.

  • Develops optimal integrated promo plan (incl. selling the plan to the customer) and manage promo investments.

  • Manages customer promo investment with the customer.

  • Manage the customer P&L for his/her respective categories.

  • Provide clear objectives and deliverables for the Customer Development Executives (CDEs)/field team.

  • KPIs and sales target setting for the key accounts and Distributor Sales Representatives (DSRs).

  • Deliver the agreed plan, follow-up achievement of counterparts set in the agreement.

  • Consistent monthly and quarterly business reviews of Joint Business Plannings/Trade Term with customers through PowerPoint presentation.

  • Data churning and analysis to provide accurate business requirements for business review presentations to customers.

Building talents and teams

  • Coach and train CDEs, merchandisers and or distributor modern trade sales team members as per guide and or as per team training needs or gaps.


  • Closes the deal with the Customer by negotiating the trade terms, trade funding, and counterparts according to the Unilever strategy on his/her categories.

  • Manages overall levels of Customer Investments for his category.

  • Monitors Customer Performance by tracking customer contribution and market share for major categories.

Plays active ambassador role

  • Acts as active ambassador of Unilever at the customer and of the customer at Unilever.

  • Participates actively to the account managers’ meetings, looking at the best solution for the business even if not in line for his/her customer.


  • Candidate must possess at least Bachelor's Degree/Post Graduate Diploma/Professional Degree in any field of study.

  • At least three (3) to five (5) years relevant field sales force experience in managerial role especially in East Malaysia Region.

  • Experienced in develop and implement the Customer/Channel investment strategy and business plan and customer service strategy and segmentation.

Job: Customer Development

Primary Location: Malaysia-Selangor-Kuala Lumpur-Kuala Lumpur

Schedule: Full-time

Shift: Day Job

Unposting Date: Mar-31-2018

Req ID: 180003EB