En Route International is a global leader in premium food solutions for the aviation industry and operates as part of dnata, one of the world's largest air services providers. With offices across the UK, MEA and the UAE, we specialise in supplying highquality baked goods, meals and snacks to airlines and travel partners worldwide.
We collaborate with worldclass manufacturers to develop customised products and packaging that meet the unique needs of each customer, all while expertly managing a complex, endtoend supply chain with exceptional precision and reliability.
Job purpose:
The Key Account Manager is responsible for achieving and exceeding regional sales and profit targets. Success in the position is driven by developing and executing strategic plans to maintain and grow New Net Sales with existing customers.
The Key Account Manager will operate within company guidelines, commercial plans, and investment parameters, working closely with Operational teams and other internal stakeholders to ensure seamless service delivery. The role also involves meeting regularly with customers to review performance, understand their needs, and ensure expectations are consistently met.
Total annual compensation: 282,000 AED (inclusive of travel and housing allowances).
*We expect the contract to last 12 months*
Key responsibilities:
- Act as a specialist primary point of contact between key customer/s and En Route global teams
- Take accountability for sales budget performance and adhering to contract framework with key stakeholders based in the UAE.
- Lead negotiations and strategy with key prospective accounts, making critical decisions.
- Grow market share, achieve, and exceed sales targets.
- Contribute to business development initiatives in the region, from project initiation through to mobilization
- Maintain and control a holistic view of the account with touch points from all departments that provide awareness for all account related matters as the key contact point for any escalations
Customer
- Represent the Customer in line with company values; motivating and inspire global teams to continuously improve and deliver against the customer requirements.
- Develop in-depth insights into customer businesses and establish strategic partnerships with decision-makers.
- Understand customer business development plans and align En Route's support to enable their success.
- Conduct periodic product/range reviews to ensure offerings meet account needs and drive growth and profitability.
- Develop and maintain partner account plans collaboratively supported by the Regional Account Director
- Conduct product presentation /range reviews at relevant intervals to ensure customers offering meets the needs of the account, to develop growth and profitability
Systems & Governance
- Ensure business case and pricing models are approved and adhered to, as per Company requirements.
- Maintain up-to-date customer and prospect records in En Route systems, ensuring accurate CRM data management for effective opportunity tracking.
- Ensure adherence to approved business case and pricing models as per company standards.
- Compile sales presentations with information provided by NPD, Creative and Marketing prior to any product proposal
- Collaborate with the Assistant Account Manager to ensure that all contracts and respective trackers are kept up to date.
Skills and Experience Required:
- Sales and/or Airline Catering experience
- Proven success within strategic sales / commercial account management / business development
- Strong commercial awareness (essential)
- Experience in regional catering/food/logistics markets
- Highly numerate (to interpret and produce financial plans, account profit, margins, etc.)
- Good data and business analysis and reporting skills
- Able to construct and deliver influential commercial selling presentations
- PC literate including Excel, Word, PowerPoint, etc.
- Native speaker level English (spoken/written)
- Ability to prioritise workload, multitask and work to deadlines
- Adaptable to working in a dynamic environment with ability to multi-task with multiple external shareholders and customers.
We are committed to creating an inclusive, equitable, and diverse workplace where everyone feels valued and empowered to contribute their best. We welcome applications from people of all backgrounds, identities, and experiences, and we are dedicated to ensuring a fair and accessible recruitment process for all candidates. If you require any adjustments or support during the application or interview stages, please let us know we're here to help!
Regrettably, due to the high volume of applications we receive, we are unable to respond individually to every candidate. If you have not heard from us within 10 working days of submitting your application, unfortunately you have not been successful on this occasion.
We take your privacy seriously. Any personal data you share with us during the application process will be handled in accordance with applicable data protection laws and used solely for recruitment purposes. Your information will be stored securely and retained only for as long as necessary.
