Key Account Manager

Profile Snapshot

Title: Key Account Manager

Location: Dubai, United Arab Emirates

Position Type: Full Time

Reporting To: Sr. Director- Retail UAE

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 (Product, Price, Placement, and Promotion), and Days Sales Outstanding (DSO) targets.

The role provides strategic direction and leadership for assigned key accounts while managing the day-to-day sales operations to ensure effective execution, customer satisfaction, and sustainable business growth. The Key Accounts Manager is responsible for building, managing, and strengthening relationships with key customers, understanding their business needs and objectives, and developing tailored account strategies that deliver mutual value and long-term partnerships.

The role works closely with cross-functional teams, including Trade Marketing, Supply Chain, Finance, and Category Management, to drive business performance, maximize market opportunities, and ensure excellence in customer execution.

How Will You Make An Impact

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 (JBP) 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

Education

• Bachelor's Degree in Business Administration, Marketing, Sales, or a related field.

Experience

• 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 (JBP) with key modern trade customers.

Competencies & Skills

• Sales Strategy & Account Management.
• Key Account & Customer Relationship Management.
• Trade Marketing & Category Management.
• Negotiation & Influencing Skills.
• Business Planning & Execution.
• Financial & Commercial Acumen.
• Sales Forecasting & Performance Analysis.
• Market Intelligence & Competitive Analysis.
• Communication & Presentation Skills.
• Stakeholder Management.
• Team Leadership & Coaching.
• Problem Solving & Decision Making.
• Results-Oriented & Customer-Focused Mindset.
• Arabic Speaker is mandatory.

Grow with Agthia – For the Better

Agthia Group is one of the region's leading Food & Beverage companies, with a growing international footprint. We are a publicly listed company on the Abu Dhabi Securities Exchange (ADX) and part of ADQ, one of region's largest holding companies.

Rooted in Abu Dhabi since 1978, we've grown into a global presence, operating in countries including the UAE, Saudi Arabia, Kuwait, Oman, Egypt, Turkey, and Jordan. We've built a diverse portfolio of over 35 market-leading brands across Water & Food, Snacking, Protein & Frozen, and Agri-Business – touching the lives of millions of consumers in more than 65 global markets. With sustainability at the core of our innovations, we've pioneered several world-first products, setting new benchmarks in industry and meeting the evolving needs of communities worldwide.

Over 12,000 people from more than 67 nationalities are at the heart of shaping our purpose driven future, supported by an agile environment which encourages collaboration, creativity, and the freedom to make a real difference. With a competitive benefits package, genuine opportunities to advance, and a focus on continuous learning and development, we're committed to supporting your growth as we work together to deliver excellence For the Better.

Join us and be part of a team that's not just shaping the future of food and beverage but also making a meaningful impact on the world. Together, let's grow For the Better.