Key Account Representative 360- SALAMANCA/VALLADOLID/ZAMORA

Join us as Key Account Representative 360 (SALAMANCA/VALLADOLID/ZAMORA)

Function: Customer Development

Reports to: Alberto J. Pereira

Location: Remote (SALAMANCA/VALLADOLID/ZAMORA)

Terms and conditions: Full-time

ABOUT UNILEVER FOOD SOLUTIONS (UFS)

Act like a founder, be part of a winning team, accelerate your growth, stay ahead of the game, enjoy the journey: JOIN UFS

Unilever Food Solutions (UFS) is the second-largest business unit of Unilever, one of the 3 Power Brands of the Foods Business Group, and a global leader in Food Service. We are an independent Global Business Unit operating in more than 76 countries and employing around 4,000 people. We have a unique B2B business model focused on serving chefs, and our purpose is to free them to love what they do.

At UFS, we have a bold and clear ambition and strategy for 2030, with an ambitious goal for growth and profitability, becoming the best solutions provider for our expanding operator base. We plan to achieve this through a “product‑first” approach focused on superiority, becoming leaders in AI‑driven customer experience, and fostering a winning culture. We have a track record of excellence and resilient performance in recent years. We also aim to stay three steps ahead within the industry. For example, our Future Menus Report identifies emerging culinary trends, making us a reference point for inspiring innovative solutions for chefs around the world.

We have a culture that cares deeply not only about our business but also about our people. We nurture an entrepreneurial culture built on speed, simplicity, trust, and a strong desire to grow. Our people thrive in empowered, end‑to‑end roles across all functions. In addition, we invest heavily in developing future skills and leaders. Our People agenda, centered on Accelerate–Grow–Thrive, consistently helps us lead in employee engagement, with results outperforming Unilever in all dimensions and positioning us as one of the most engaged teams in the company.

Here, you will continuously learn, unlearn, and relearn, challenging yourself to accelerate your development in a fast‑growing business and end‑to‑end roles. If you dream of contributing to Unilever’s second‑largest business unit, in a fast‑growing environment where you are empowered to play to win and thrive as part of one team with a single goal, then come and join us!

JOB PURPOSE

UFS is where you can bring your purpose to life through the work you do: creating a better business and a better world.
If you are passionate about making a positive impact, driving sustainable growth, and shaping the future of consumer goods, this is your opportunity to join a team that values innovation, diversity, and purpose‑led leadership — this role is the right place for you!

Key Responsibilities

Strategic Account Management

• Develop and execute Joint Business Plans (JBP) with key customers, aligned with company objectives.
• Identify growth opportunities, category trends, and customer needs to maximize revenue and profitability.
• Manage the full relationship lifecycle, ensuring long-term partnership and high customer satisfaction.
• Define annual commercial targets, sales forecasts, and budget allocation by account.

Distributor management

• Identify potential operators in coordination with the Business Developer
• Prioritize prospecting based on channel potential
• Customer acquisition visits
• Negotiation (portfolio, pricing, promotions, discounts, freezers, and point‑of‑sale visibility materials)
• Coordinate negotiation with the Culinary Specialist when the operator has different buyers and requires both specialists (IC and Culinary)
• Customer development visits and review of agreement implementation
• Ad‑hoc proposals (promotional and visibility materials)
• Visits based on identified potential risks or reactive requests from the operator

Operational Excellence & Route to Market

• Coordinate with Supply Chain, Logistics, Customer Service, and Finance to secure flawless Order‑to‑Cash execution.
• Monitor inventory levels, delivery performance, and logistic service KPIs.
• Troubleshoot operational issues proactively to ensure service reliability.
• Guarantee compliance with credit policies and healthy customer payment behavior.

Trade Marketing & Point‑of‑Sale Activation

• Plan and execute promotional activities, visibility initiatives, and brand activation within each account.
• Ensure perfect store execution: layout, planogram, visual merchandising, and promo compliance.
• Analyze ROI of promotions and in‑store investments to optimize future actions.

Business Intelligence & Performance Analysis

• Track and analyze key account KPIs: Sell‑In, Sell‑Out, distribution, pricing, margins, ROI, and profitability.
• Conduct deep analysis of customer P&L, market share, category trends, and competitor activity.
• Use CRM, BI tools (Power BI, SAP, others) to generate insights and identify performance gaps.
• Present monthly & quarterly business reviews (MBR / QBR) to internal stakeholders and customers.

Cross‑Functional Leadership

• Act as the internal “Account CEO,” orchestrating support from Marketing, Finance, Supply Chain, Trade Marketing, and Operations.
• Lead cross‑functional projects related to Go‑To‑Market, channel development, and customer experience improvement.
• Train and align field teams (merchandisers, promoters, distributor teams) to ensure strategy execution.

WHAT YOU NEED TO SUCCEED

Experience & Qualifications

Ideal Profile

• 3–8 years of experience in Key Account Management, Trade Marketing, Sales, or Commercial roles
• Degree in Business Administration, Marketing, Sales, or similar
• FMCG, Retail, HORECA, or Distribution background preferred, other experience such as pharmaceutical or tobacco industries, is also considered an asset
• Ability to manage complex accounts and multifunctional projects
• Data-driven mindset with financial understanding (P&L, ROI, margins)
• A high level of English is desirable

Technical and Soft Skills

• CRM tools
• SAP / ERP systems
• Power BI or equivalent analytics tools
• Advanced Excel
• Knowledge of Route‑to‑Market, and Category Management
• Business Management, People Management, Negotiation

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.

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