We are looking for a Key Account Manager for a Food and Beverage Distribution Company based in Dubai.

Qualifications:

Education:

• Bachelor’s degree in Business administration, Marketing, Sales, or a related field.

Experience:

• Minimum of 4-5 years of progressive experience in Key Account Management or National Account Management within the FMCG sector.
• Proven track record of achieving and exceeding sales targets and growing key accounts.
• Experience managing modern trade accounts (e.g., hypermarkets, supermarkets, discounters) is essential.
• Experience with wholesale accounts, distributors, or foodservice channels may also be required depending on the specific role.
• Previous experience managing a team (direct or indirect reports) is often preferred for senior roles

Skills:

• Strong Negotiation & Persuasion Skills: Ability to secure favourable terms and build win-win partnerships.
• Excellent Communication & Interpersonal Skills: Exceptional written and verbal communication, presentation, and active listening skills. Ability to build rapport and influence stakeholders at all levels.
• Strategic Thinking & Business Acumen: Ability to develop and execute strategic plans, understand business drivers, and identify commercial opportunities.
• Analytical & Problem-Solving Skills: Proficient in analysing data, identifying trends, and developing solutions to complex challenges.
• Customer-Centric Approach: A deep commitment to understanding and meeting customer needs.
• Financial Literacy: Understanding of P&L, budgeting, and trade spend management.
• Adaptability & Resilience: Ability to thrive in a fast-paced, dynamic, and competitive environment.
• Proficiency in Technology: CRM software (e.g., Salesforce), Microsoft Office Suite (especially Excel and PowerPoint), and sales forecasting tools.
• Leadership & Teamwork: Ability to collaborate effectively with internal and external teams, and lead initiatives.
• Language Skills: Fluency in English is essential. Proficiency in local languages (e.g., Arabic) may be a significant advantage.
• Industry Knowledge: In-depth understanding of FMCG industry trends, market dynamics, distribution channels, and regulatory requirements.

Key responsibilities:

Strategic Account Management:

• Develop and execute comprehensive key account plans that align with overall company objectives and client strategies.
• Identify growth opportunities within existing accounts, including upselling, cross-selling, and new product introductions.
• Conduct regular business reviews with key clients to assess performance, identify challenges, and strategize for future growth.
• Analyse sales data, market trends, and competitor activities to provide data-based insights and inform strategic decisions.
• Develop and manage Joint Business Plans (JBPs) with key accounts, outlining clear KPIs and review mechanisms.

Relationship Building and Management:

• Cultivate and maintain strong, trusting relationships with key stakeholders at all levels within client organizations, including buyers, category managers, and senior leadership.
• Act as the primary point of contact for assigned key accounts, addressing their needs, concerns, and inquiries promptly and effectively.
• Act as the "voice of the customer" internally, ensuring client requirements are communicated and met by cross-functional teams.

Sales & Negotiation:

• Achieve and exceed assigned sales targets, revenue, and profitability goals for key accounts.
• Lead negotiations on contracts, pricing, promotional activities, and trade terms to ensure mutually beneficial agreements.
• Develop and implement effective trade schemes, promotional plans, and seasonal incentives to drive sell-out and market share.
• Forecast sales and demand accurately to ensure optimal product availability and inventory management.

Market & Category Expertise:

• Maintain an in-depth understanding of FMCG industry trends, market dynamics, consumer insights, and the competitive landscape.
• Provide category insights and recommendations to clients to help them optimize their assortment and merchandising.
• Collaborate with marketing and R&D teams to identify opportunities for new product development and portfolio expansion based on client and market needs.

Financial Management:

• Manage marketing and trade budgets with a strong ROI mindset.
• Oversee receivables and enforce credit terms to ensure healthy collections and minimize overdue payments.

Cross-functional Collaboration:

• Work closely with internal sales, marketing, supply chain, and finance teams to ensure seamless execution of strategies and initiatives.
• Provide leadership and guidance to junior team members or support staff where applicable.

Reporting & Analysis:

• Prepare and present regular reports on key account performance, sales forecasts, market insights, and strategic initiatives to senior management.
• Track and analyse key performance indicators (KPIs) to measure success and identify areas for improvement.

About the Role:

The Key Account Manager (KAM) will be a pivotal sales role responsible for developing and maintaining strong, long-term relationships with the company's most strategic clients. This role directly impacts revenue growth, market share, and customer satisfaction by ensuring client needs are met, sales targets are achieved, and mutually beneficial partnerships are fostered. The KAM collaborates extensively with internal teams (sales, brand manager, operations, finance, R&D) to align strategies and deliver tailored solutions that drive business success.