Key Account Manager

To diligently execute all KPIs related to Key Account Management for assigned customers, aiming to grow
each brand/category distributed by CLIENT and improve ROI through effective collaboration with all
stakeholders, including Principals, Customers, and internal CLIENT divisions.

Qualifications Required

• MBA or a minimum of a Bachelor’s degree in any discipline (preferably commerce)
• Age: Below 40 years
• Up to 2 years of Sales/Trade Marketing Management experience in the local FMCG market, or 5
  years as a Key Account Executive, or 3 years as an MT Sales Supervisor
• UAE driving license
• Proficient in MS Office
• Strong numerical skills
• Open-minded with quick learning abilities
• Creative acumen and a keen eye for business development opportunities
• Planning, organization, and leadership skills
• Strong negotiation skills (BDA)
• Experience in team management, training, and coaching
• Positive thinker with high enthusiasm and energy levels
• Strong interpersonal, communication, presentation, listening, problem-solving, and analytical skills
• Ability to set objectives, be a go-getter, and take calculated risks

Key Dimensions And Related Job Results

FINANCIAL & OPERATIONAL: Lead and develop the assigned set of Key Accounts through the
following KPIs:

• Achieve sales volume/value and market share targets
• Negotiate and finalize all BDAs by the end of March each year
• Ensure all BDAs are accurately reflected in-store, addressing any gaps
• Negotiate SOS in alignment with market share
• Maximize ROI on every investment to achieve targeted spends
• Mirror brand strategies in every negotiation/BDA
• Collaborate closely with sales and merchandising teams to ensure execution excellence
• Map distribution by SKU/account to minimize lost sales
• Maintain structured and frequent communication with sales managers to identify gaps
• Develop a robust activation calendar in close coordination with the sales team and trade
• Monitor competition and provide market feedback
• Analyze performance and share actionable insights with the team
• Utilize ACN audit reports to enhance outputs in every assigned Key Account
• Lead and manage accounts receivable, ensuring closure within one week of payment receipt
• Conduct quarterly business reviews with trade partners
• Ensure all trade spends are pre-approved and documented
• Comply with all internal and external SOPs regarding trade budget control to prevent overspending
• Lead, develop, and manage a team of direct reports
• Record and circulate minutes of productive/formal meetings with Principals and Customers,
  promptly following up on agreed action points
• Dedicate 70% of time to trade activities

Work Ethics

• Foster harmonious working relationships with all external and internal stakeholders
• Maintain 100% confidentiality of CLIENT sensitive information, avoiding sharing with irrelevant
  parties
• Prioritize timely discipline and communication with all Principals, particularly FCME and PVM
  Delegates, to prevent complaints
• Adhere to all set SOPs of CLIENT

Key Competencies

• Quick learner with strong perseverance
• Keen eye for opportunities (new space/listings, etc.)
• Strong analytical skills in trend analysis, product mapping, and relisting
• Proficient in preparing, measuring, tracking, and achieving targets while optimizing ROI
• Comprehensive understanding of FMCG product dynamics and trade in the UAE
• Dynamic and energetic team player with a positive and curious mindset
• Efficient and results-oriented with strong problem-solving abilities
• Highly communicative and expressive
• Excellent time management skills