Senior Key Account Manager – Modern Trade & UAE Market Development
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Key skills for this role
Role Overview
Senior, strategic, and hands-on role focused on developing Amalfi Foods’ UAE FMCG business and managing Modern Trade relationships.
The role reports to the CEO or commercial leadership and requires independent execution in the UAE market.
Key Skills for This Role
Full Job Posting
Role Overview
Senior, strategic, and hands-on role focused on developing Amalfi Foods’ UAE FMCG business and managing Modern Trade relationships.
The role reports to the CEO or commercial leadership and requires independent execution in the UAE market.
Modern Trade Account Development
- Open, develop, and manage strategic Modern Trade accounts across the UAE.
- Build relationships with buyers, category managers, and commercial teams.
- Negotiate listings, pricing, trade terms, rebates, promotions, shelf visibility, displays, and annual agreements.
- Increase listed SKUs and distribution depth across key retail groups and stores.
Market Development
- Support establishment of the UAE commercial operation and identify retail, distribution, and channel opportunities.
- Build a UAE market-entry and expansion roadmap and recommend priority accounts, products, pricing, and positioning.
- Provide management with feedback on market opportunities and risks.
Sales and Commercial Performance
- Develop monthly and annual sales targets, account growth plans, and promotional calendars by customer and SKU.
- Monitor sell-in, sell-out, customer profitability, trade spend, gross margin, and promotional returns.
- Identify underperforming accounts and implement corrective action.
Execution and Supply Coordination
- Monitor product availability, facings, shelf position, pricing, promotions, expiry dates, and returns through frequent store visits.
- Coordinate forecasts, production, stock availability, shipments, warehousing, logistics, and deliveries with the Bahrain head office.
- Monitor inventory, returns, and expiry risk.
Market Intelligence and Control
- Benchmark competitors on pricing, packaging, promotions, shelf positioning, assortment, and launches.
- Monitor account profitability, collections, deductions, claims, rebates, promotional expenses, and commercial agreements.
- Performance measures include sales, account openings, distribution, availability, ROI, receivables, forecast accuracy, and profitability.
Experience and Qualifications
- At least 5–8 years of FMCG sales or key account experience in the UAE.
- Strong Modern Trade account management experience and knowledge of UAE retail structures and commercial practices.
- Strong negotiation, presentation, Excel, reporting, financial, and commercial capabilities.
- Fluent English is required; Arabic and a UAE driving license are advantages.
- Retailer relationships and experience in bakery or related FMCG categories are preferred or advantageous.
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