Key Account Manager - Retail
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Key skills for this role
About the Role
McCain Foods seeks a Key Account Manager to drive retail business growth in KSA, Kuwait, and Qatar. The role involves managing key customer relationships, driving revenue, and expanding distribution.
Key Skills for This Role
Responsibilities
- Develop and grow strong partnerships with key retail customers and distributor partners across KSA, Kuwait, and Qatar
- Lead development and execution of annual sales and account plans
- Drive revenue growth, market share, profitability, and category performance
- Identify and unlock new distribution opportunities
- Manage and optimize distributor performance
- Own execution of route to market strategies
- Analyze sales performance, market trends, competitor activity, and shopper behavior
- Lead regular business reviews with customers and distributor partners
- Execute customer and channel strategies including promotions and activations
- Collaborate with marketing, supply chain, finance, and demand planning
- Ensure accurate forecasting and demand planning
- Negotiate commercial agreements, trade terms, and promotional plans
Requirements
- University degree in Business, Marketing, or related field
- 5 10 years of experience in sales, ideally within FMCG/food industry
- Proven experience in key account and distributor management
- Strong understanding of the KSA retail market
- Demonstrated ability to drive commercial results and deliver KPIs
- Strong analytical skills
- Excellent negotiation, communication, and stakeholder management skills
- Fluent in Arabic and English
- Willingness to travel regularly
Full Job Posting
About the Role
- As the Key Account Manager Retail, you will play a critical role in driving McCain’s retail business growth across Kingdom of Saudi Arabia (KSA) with additional responsibility for Kuwait and Qatar.
- You will be responsible for managing and strengthening key customer relationships, actively growing revenue, expanding distribution reach, and elevating McCain’s brand presence across the retail network.
- You will report directly to the Senior Sales Manager Retail.
What you’ll be doing
- Develop and grow strong partnerships with key retail customers and distributor partners across KSA, Kuwait, and Qatar
- Lead the development and execution of annual sales and account plans, aligned with business targets and strategic priorities
- Drive revenue growth, market share, profitability, and category performance across assigned markets
- Identify and unlock new distribution opportunities, expanding product availability and in store presence
- Manage and optimize distributor performance, including joint business planning, forecasting, stock management, and sales tracking
- Own the execution of route to market (RTM) strategies, ensuring best in class availability and visibility in store
- Analyze sales performance, market trends, competitor activity, and shopper behavior, translating insights into actions
- Lead regular business reviews with customers and distributor partners, tracking KPIs such as volume, mix, margins, and stock levels
- Execute customer and channel strategies, including promotions, activations, and trade initiatives to drive sell out
- Collaborate closely with marketing, supply chain, finance, and demand planning to deliver aligned business outcomes
- Ensure accurate forecasting and demand planning, balancing service levels and inventory optimization
- Negotiate commercial agreements, trade terms, and promotional plans with key accounts
What you’ll need to be successful
- University degree in Business, Marketing, or related field
- 5–10 years of experience in sales, ideally within FMCG / food industry
- Proven experience in key account and distributor management
- Strong understanding of the KSA retail market (GCC experience is a plus)
- Demonstrated ability to drive commercial results and deliver KPIs (volume, revenue, margins, market share)
- Strong analytical skills with the ability to translate data into actionable insights
- Excellent negotiation, communication, and stakeholder management skills
- Ability to work cross functionally and in a multicultural environment
- Strong organizational and execution skills
Mindset & behaviours
- A passion for doing what’s right and a strong drive to make a positive impact on the business
- Entrepreneurial spirit, with energy for creative problem solving and finding new growth opportunities
- Proactive, ownership mindset with a focus on results and continuous improvement
- Proficiency in Microsoft Office; Power BI is a plus
- Fluent in Arabic and English (written and spoken)
- Willingness to travel regularly
Benefits of the role
- Competitive salary package aligned with experience and market benchmarks.
- Opportunity to be a part of a global iconic brand, fun and high performing team
- A varied and responsible job in an effective and international team with flat hierarchies
- Local benefit package
- Opportunity to shape and grow the retail business
Workplace Model
- Most office based roles follow a hybrid model, with the option to work remotely two days a week.
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