Key Account Manager

Location: Dubai, UAE
Industry: Retail / FMCG
Employment Type: Full-time

Job Purpose

Our client is looking for a results-driven Key Account Manager to manage and grow a portfolio of strategic customers within the UAE FMCG market. The role will focus on achieving key account KPIs, increasing sales and market share, improving return on investment, and driving strong execution across assigned accounts.

The successful candidate will work closely with principals, customers, sales and merchandising teams, and internal business divisions to strengthen customer relationships and maximise business opportunities.

Key Responsibilities

Key Account & Business Performance

• Lead and develop assigned key accounts to achieve sales volume, value and market share targets.
• Negotiate and close all Business Development Agreements (BDAs) within the required annual timelines.
• Ensure agreed BDAs are effectively implemented in stores and address any execution gaps.
• Negotiate share of shelf (SOS) in line with market share requirements.
• Manage trade investments effectively and maximise ROI across all spending.
• Align account negotiations with brand and principal strategies.
• Identify new business opportunities, including new listings, spaces and product opportunities.
• Map SKU distribution across accounts to minimise lost sales opportunities.
• Develop and maintain structured activation calendars in coordination with sales teams and trade partners.

Sales, Execution & Market Analysis

• Work closely with sales and merchandising teams to ensure excellent in-store execution.
• Maintain regular communication with sales managers to identify and address performance gaps.
• Monitor competitors and provide relevant market intelligence and actionable feedback.
• Analyse account and product performance to identify opportunities for growth.
• Use ACN audit reports to improve execution and performance across assigned accounts.
• Conduct quarterly business reviews with key customers.
• Spend approximately 70% of working time in the trade to maintain strong customer and market engagement.

Financial & Commercial Management

• Lead and close accounts receivable matters with customers within one week of payment receipt.
• Ensure all trade expenditures receive prior written approval and authorisation.
• Manage trade budgets in line with internal and external SOPs and prevent overspending.
• Track investments, identify gaps and take corrective action to improve ROI.

Team Management & Stakeholder Coordination

• Lead, develop, train and coach direct reports to achieve business objectives.
• Maintain strong working relationships with principals, customers and internal stakeholders.
• Record and circulate minutes from formal and productive meetings, ensuring agreed actions are followed up promptly.
• Coordinate effectively with principals and customer representatives to maintain high service and execution standards.

Requirements & Qualifications

• MBA or graduate degree in any discipline, preferably Commerce.
• Up to 2 years of Sales or Trade Marketing Management experience within the local FMCG market; or
  • 5 years of experience as a Key Account Executive; or
  • 3 years of experience as an MT Sales Supervisor.
• UAE driving licence is mandatory.
• Working knowledge of MS Office.
• Strong numerical and analytical skills.
• Excellent planning, organisation and leadership abilities.
• Strong BDA negotiation and business development skills.
• Team management, training and coaching capabilities.
• Strong written and spoken English.
• Spoken Hindi is required.
• Knowledge of SAP, category management and FMCG trade dynamics is preferred.
• Spoken Malayalam or Arabic would be an advantage.

Key Competencies

The ideal candidate will demonstrate:

• Strong understanding of FMCG products, customers and trade dynamics in the UAE.
• Quick learning ability, perseverance and a proactive mindset.
• Strong commercial awareness and an eye for new business opportunities.
• Ability to analyse trends, product mapping and relisting opportunities.
• Strong target-setting, tracking and execution capabilities.
• Ability to identify performance gaps and improve ROI from trade investments.
• Excellent negotiation, communication and presentation skills.
• Strong listening, problem-solving and analytical thinking abilities.
• Dynamic, energetic and results-oriented approach.
• Positive, curious and open-minded attitude.
• Strong interpersonal and relationship-building skills.
• Effective time management and organisational skills.
• Creativity, initiative and willingness to take calculated risks.

Work Ethics & Professional Standards

• Maintain positive and professional relationships with all internal and external stakeholders.
• Protect sensitive business information and share it only with authorised stakeholders.
• Maintain professionalism, discipline and timely communication when dealing with principals and customers.
• Follow all company policies, procedures and SOPs relating to business operations, trade spending and stakeholder management.
• Demonstrate accountability and professionalism in all customer and principal interactions.