Key Account Manager
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Key skills for this role
About the Role
Agthia is seeking a Key Account Manager to drive profitable sales growth and achieve key business objectives for assigned key accounts in the UAE. The role involves developing account strategies, managing day-to-day sales operations, and building strong customer relationships.
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
- Identify and develop business growth opportunities across categories and channels in collaboration with customers and distributors
- Oversee day to day activities of Key Account Executives, ensuring compliance with company policies 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 to ensure seamless customer support and execution excellence
- Conduct regular market visits to assess market conditions, execution standards, visibility, and competitive activity
- Deliver sales, category, trade spend, and DSO targets in line with business objectives
- 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
Requirements
- Bachelor's Degree in Business Administration, Marketing, Sales, or 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 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
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 to ensure effective execution, customer satisfaction, and sustainable business growth.
- 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 in collaboration with customers and distributors.
Sales Operations & Execution
- Oversee the 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 to ensure seamless customer support and execution excellence.
- Conduct regular market visits to assess market conditions, execution standards, visibility, and competitive activity.
- Deliver sales, category, trade spend, and DSO targets in line with business objectives.
- 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 and category development.
Trade Marketing & Execution
- Drive achievement of category and brand objectives across Product, Price, Promotion, and Placement (4Ps).
- Coordinate the execution of promotional campaigns, activations, and marketing initiatives within key accounts.
- Monitor and evaluate promotional effectiveness and provide recommendations to maximize return on investment.
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 within the function.
Budget & Financial Management
- Contribute to the preparation and management of account budgets and business forecasts.
- Monitor financial performance against targets, identifying risks and opportunities for improvement.
- Optimize trade investments and commercial spending to maximize business 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 that contribute to overall business success.
Qualifications, Experience & Skills
- Bachelor's Degree in Business Administration, Marketing, Sales, or a related field.
- 6 8 years of sales experience, including 3 5 years in a 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 is 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.
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