About Unilever
With 3.4 billion people in over 190 countries using our products every day, Unilever is a business that makes a real impact on the world. Work on brands that are loved and improve the lives of our consumers and the communities around us. We are driven by our purpose: to make sustainable living commonplace, and it is our belief that doing business the right way drives superior performance. At the heart of what we do is our people – we believe that when our people work with purpose, we will create a better business and a better world.
At Unilever, your career will be a unique journey, grounded in our inclusive, collaborative, and flexible working environment. We don’t believe in the ‘one size fits all’ approach and instead we will equip you with the tools you need to shape your own future.
Job Purpose
The Customer Manager is responsible for driving sustainable and profitable growth across assigned Modern Trade customers by developing and executing customer business plans, leading commercial negotiations, and delivering category growth through superior in-market execution.
The role serves as the primary business partner to assigned customers and is accountable for achieving turnover, market share, profitability, and execution targets through strong customer relationships, joint business planning, and effective cross-functional collaboration.
Key Responsibilities
Customer Management & Business Development
- Develop and execute customer business plans aligned with company growth objectives.
- Build strong relationships with key customer decision-makers and stakeholders.
- Lead annual negotiations and commercial discussions with assigned customers.
- Drive customer-specific growth initiatives to achieve turnover and profitability targets.
- Identify new opportunities to grow distribution, assortment, and category performance.
Joint Business Planning
- Lead the development and execution of Joint Business Plans (JBPs) with assigned customers.
- Translate category and brand strategies into customer-specific growth plans.
- Monitor customer performance and proactively identify risks and opportunities.
- Drive alignment between customer priorities and company business objectives.
Sales Performance Delivery
- Deliver monthly, quarterly, and annual sales targets.
- Drive growth in turnover, volume, market share, and profit across assigned accounts.
- Monitor customer KPIs and take corrective action where necessary.
- Ensure achievement of key commercial and execution metrics.
Trade Investment Management
- Manage customer investments and promotional spending within approved budgets.
- Evaluate return on investment of promotional activities and customer initiatives.
- Ensure optimal allocation of trade investments to maximize business returns.
- Monitor and control customer profitability.
Execution Excellence
- Ensure flawless execution of agreed promotions, launches, and commercial initiatives.
- Drive distribution, assortment, visibility, and availability objectives.
- Collaborate with field sales teams to ensure excellent in-store execution.
- Monitor competitor activities and recommend actions to maintain competitive advantage.
Cross-functional Collaboration
- Partner closely with Marketing, Supply Chain, Finance, CSP, and Customer Operations teams.
- Ensure alignment across functions to deliver customer commitments.
- Lead issue resolution and drive customer service excellence.
- Support innovation and renovation launch within customers.
Experience & Skills
- Minimum 3 years experience in Sales, Modern Trade, Key Account Management, or Customer Development.
- Strong negotiation and influencing capability.
- Strong commercial and financial acumen.
- Ability to manage customer P&L and trade investments.
- Strong analytical and problem-solving skills.
Preferred
- FMCG experience.
- Experience managing national key accounts.
- Experience leading Joint Business Planning processes.
- Knowledge of category management and customer profitability
Get to know our people, our culture, and your future at Unilever. Start here - ยูนิลีเวอร์ประเทศไทย | Unilever
Unilever is an organisation committed to equity, inclusion and diversity to drive our business results and create a better future, every day, for our diverse employees, global consumers, partners, and communities. We believe a diverse workforce allows us to match our growth ambitions and drive inclusion across the business. At Unilever we are interested in every individual bringing their ‘Whole Self’ to work and this includes you! Thus if you require any support or access requirements, we encourage you to advise us at the time of your application so that we can support you through your recruitment journey.
Skills Required
- Minimum 3 years of experience in sales, modern trade, key account management, or customer development
- Strong negotiation and influencing capability
- Strong commercial and financial acumen
- Ability to manage customer P&L and trade investments
- Strong analytical and problem-solving skills
- FMCG experience
- Experience managing national key accounts
- Experience leading Joint Business Planning processes
- Knowledge of category management and customer profitability
Unilever Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Unilever and has not been reviewed or approved by Unilever.
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Healthcare Strength — Healthcare coverage is described as comprehensive, spanning medical, dental, vision, life insurance, and occupational health support alongside a 24/7 employee assistance program. Wellbeing offerings such as health checks, resilience tools, and counseling support the perceived depth of health-related benefits.
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Retirement Support — Retirement support includes a 401(k) match that reaches up to 5% of base salary, strengthening the overall value of the package. Share and savings options are also referenced as part of longer-term financial support beyond salary.
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Flexible Benefits — Benefits customization is enabled through tools such as a “My Reward” system and a “Benefits Envelope” that allows employees to personalize selections. Flexible working approaches are also associated with improved overall satisfaction, reinforcing perceived choice and adaptability in the total rewards offering.
Unilever Insights
What We Do
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. Our portfolio ranges from nutritionally balanced foods to indulgent ice creams, affordable soaps, luxurious shampoos and everyday household care products. We produce world-leading brands including Lipton, Knorr, Dove, Axe, Hellmann’s and Omo, alongside trusted local names and innovative-forward thinking brands like Ben & Jerry’s, The Dollar Shave Club and Dermalogica. Every individual here can bring their purpose to life through their work. Join us and you’ll be surrounded by inspiring leaders and supportive peers. Among them, you’ll channel your purpose, bring fresh ideas to the table, and simply be you. As you work to make a real impact on the business and the world, we’ll work to help you become a better you.
