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Customer Strategy

2 weeks ago

Kuala Lumpur, Malaysia Unilever Full time

**Job Title: Customer Strategy & Planning Manager**

**Location: Malaysia**

**The Purpose of Role**:
A critical role focused on representing the voice of Customer Business Development (CBD) across the organization, provide key integration touchpoints around commercial planning and governance and driving the category and channel strategy and associated pricing and promo policies and build brands’ equity. You will lead the development and deployment of a channel strategy for New Brands and drive profitable growth. By working cross functionally, you will deliver the trade category toolkit, which outlines a 6 P strategy for each brand.

**Team Structure**:

- Reporting to: Customer Strategy & Planning Lead

**Key Responsibilities**:
**Deliver Channel Strategy and Sales Target**
- Provide a detail analysis on actual sales vs forecast result and propose the rolling channel or chain action plans to the management.
- Take part in the National Category Building Plan and trade review cum promotion evaluation with respective customer.
- Work jointly with brand managers to assess category opportunities and analyze competitor and channel behavior for annual plan, forecast and identify areas of opportunity especially on HORECA, Tourist Area and regional accounts.
- Plan, execute and evaluate options jointly with Key Distributor Accounts for tailor made promotion to enhance retailers' commitment and integrating promotion plans with marketing plans.
- Costing, pricing, forecasting and premium sourcing with Brand/Key Account Managers.
- Communicate to sales team on any marketing/trade marketing initiatives to ensure smooth operation during implementation.

**Consolidation of Forecast for Supply Chain**
- Work together with team member on POSM development and implementation.
- Implement thematic promotions and space/category management projects.
- Work jointly with brand team to generate actionable deliverables and differentiate visibility triggers through integrating research shopper insights.
- Prepare, analyze and present category review with category strategy team.

**Manage Channel and Customer Insights**
- Collate best practice in the region that translates channel & customer insights into actions.
- Conduct periodic survey on distribution, placement, pricing and competitors' activities via monthly store check or retail audit.
- Collate / participate / work with category strategy planning manager for research on channel habit studies to provide insights for our various channel implementations to influence location, space, communication and promotions at Point of Purchase.

**Supply Chain Management**
- Responsible for launch volume projection for NPI products.
- Joint responsible with supply chain to deliver Forecast Accuracy and Slow Moving Obselete Stocks KPI.

**Commercial Management**
- Track and maintain channel investments and P&L as well as ensuring investments (non-contractual) remain within plan.
- Measure and review activity / channel strategy performance
- Monitor and manage TTS particular to CPP based on channel plan.

**Key Stakeholders**:

- Internal: Customer Business Development, Customer Service, Brand Marketing, Supply Planning, Finance
- External: Customer, Insights Agency, Promotional and Sell-out Agencies

**Travel**:
No travel is required.

**Essential Experience/Skill/Knowledge**:

- Bachelor's Degree.
- 5 years relevant working experience in Channel and Category Development, Trade Marketing in the FMCG industry.
- Experience in relevant field sales or trade marketing experience especially related to distributor and HORECA channel strategy planning.
- Proven accountability and able to focus and drive critical topics and empower others
- Proven skills in collaboration.
- Demonstrated self-starter with the ability to deliver results in a lean, agile organization.
- Able to synthesize various data inputs to shape strategy and executable actions.
- Demonstrated analytical and conceptual problem-solving ability; excellent oral and written communication skills, including presentation skills.

**Desirable Experience/Skill/Knowledge**:

- Demonstrated knowledge of the market brands, products and customers.
- Strong influencing skills for both peers and stakeholders to represent Customer Development needs.

**How to Apply**:
**About Unilever**:

- Be part of the world’s most successful, purpose-led business. Work with brands that are well-loved around the world, that improve the lives of our consumers and the communities around us. We promote innovation, big and small, to make our business win and grow; and we believe in business as a force for good. Unleash your curiosity, challenge ideas, and disrupt processes: use your energy to make this happen. Our brilliant business leaders and colleagues provide mentorship and inspiration, so you can be at your best. Every day, many Malaysian households use our products to feel good, look good and get more out of life-giving us a unique opportunity to build a brig