Key Account Manager
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Key skills for this role
About the Role
Agthia Group is looking for a Key Account Manager to drive profitable sales growth and achieve key business objectives for assigned key accounts in Dubai. The role involves developing account strategies, managing sales operations, building customer relationships, and leading a team of Key Account Executives.
Key Skills for This Role
Responsibilities
- Develop and execute account specific sales strategies to drive revenue growth, profitability, and customer retention
- Manage key account business plans, including sales, revenue, trade spend, and expense controls
- Set and monitor sales targets for key accounts, ensuring achievement of volume, value, and profitability objectives
- Oversee day to day activities of Key Account Executives, ensuring compliance with policies and performance standards
- Lead portfolio growth initiatives, assortment planning, product launches, and Joint Business Plan development and execution
- Build, maintain, and strengthen long term relationships with key customers and strategic partners
- Lead customer business reviews, providing performance insights, growth opportunities, and corrective actions
- Drive achievement of category and brand objectives across Product, Price, Promotion, and Placement
- Monitor market trends, customer developments, competitor activities, and emerging opportunities
- Lead, coach, and mentor Key Account Executives to enhance performance and professional growth
Requirements
- Bachelor's Degree in Business Administration, Marketing, Sales, or a related field
- 6–8 years of sales experience, including 3–5 years in Key Account Management, Account Management, Area Sales Management, or equivalent leadership role
- Prior experience managing Modern Trade, Key Accounts, or Distributor relationships within FMCG or Consumer Goods industries preferred
- Strong working relationships and commercial experience with major retailers including Abu Dhabi Coop, Union Coop, Sharjah Coop, Carrefour, Lulu Hypermarket
- Demonstrated success in driving sales growth, negotiations, promotional planning, category development, and Joint Business Planning with key modern trade customers
- Arabic Speaker is mandatory
Full Job Posting
Profile Snapshot
- Title: Key Account Manager
- Location: Dubai, United Arab Emirates
- Position Type: Full Time
- Reporting To: Sr. Director Retail UAE
Overview
- The Key Account Manager is responsible for driving profitable sales growth and achieving key business objectives, including sales targets, trade spend optimization, 4Ps execution, and DSO targets.
- The role provides strategic direction and leadership for assigned key accounts while managing day to day sales operations.
- The role works closely with cross functional teams including Trade Marketing, Supply Chain, Finance, and Category Management.
Sales Strategy & Business Growth
- Develop and execute account specific sales strategies to drive revenue growth, profitability, and customer retention.
- Manage key account business plans, including sales, revenue, trade spend, and expense controls.
- Set and monitor sales targets for key accounts, ensuring achievement of volume, value, and profitability objectives.
- Identify and develop business growth opportunities across categories and channels.
Sales Operations & Execution
- Oversee day to day activities of Key Account Executives, ensuring compliance with company policies, processes, and performance standards.
- Lead portfolio growth initiatives, assortment planning, product launches, and Joint Business Plan development and execution.
- Conduct regular performance reviews and business update meetings with the sales team.
- Collaborate with Marketing, Supply Chain, Finance, and Customer Service teams.
- Conduct regular market visits to assess market conditions, execution standards, visibility, and competitive activity.
- Deliver sales, category, trade spend, and DSO targets.
- Ensure compliance with company credit policies and drive timely collection of outstanding receivables.
Customer Relationship Management
- Build, maintain, and strengthen long term relationships with key customers and strategic partners.
- Lead customer business reviews, providing performance insights, growth opportunities, corrective actions, and category recommendations.
- Manage annual contract negotiations and maintain senior level relationships with key customers.
- Ensure timely resolution of customer concerns and deliver high levels of customer satisfaction.
- Identify and implement business building initiatives that support mutual growth.
Trade Marketing & Execution
- Drive achievement of category and brand objectives across Product, Price, Promotion, and Placement.
- Coordinate execution of promotional campaigns, activations, and marketing initiatives within key accounts.
- Monitor and evaluate promotional effectiveness and provide recommendations to maximize ROI.
Market Insights & Business Reporting
- Monitor market trends, customer developments, competitor activities, and emerging opportunities.
- Analyze EPOS and customer performance data to generate actionable insights and growth plans.
- Prepare and present account performance reports, business reviews, forecasts, and strategic recommendations.
- Communicate account status, risks, challenges, and opportunities to internal stakeholders and senior management.
Leadership & Team Development
- Lead, coach, and mentor Key Account Executives to enhance performance and professional growth.
- Conduct regular performance evaluations and provide constructive feedback and development plans.
- Foster a high performance culture focused on accountability, collaboration, and continuous improvement.
- Support talent development and succession planning initiatives.
Budget & Financial Management
- Contribute to preparation and management of account budgets and business forecasts.
- Monitor financial performance against targets, identifying risks and opportunities.
- Optimize trade investments and commercial spending to maximize returns and profitability.
Special Projects
- Lead or participate in strategic projects and business initiatives as assigned by management.
- Support organizational priorities and continuous improvement initiatives.
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