JOB PURPOSE
The Key Accounts Manager is tasked with leading the sales modern trade channel to establish a sustainable competitive edge across more than 150 SKUs at the point of purchase. This position requires coordinating multifunctional teams to create effective strategies and action plans that align with the company's objectives and foster market success. The Key Accounts Manager is vital in guiding the modern trade team to achieve the company's goals while navigating a competitive retail landscape by implement strategies, ensuring close collaboration with sales teams and area managers in alignment with key account stakeholders
JOB DIMENSIONS
KEY ACCOUNTABILITIE
Strategy
- Oversee and manage relationships with key account partners, including supermarkets and hypermarkets
- Collaborate closely with major accounts such as Panda, Othaim, Carrefour, Danube, Bin Dawood, Tamimi, and others in various regions to negotiate the BDA.
- Contribute to the creation and implementation of strategies to enhance sales and market share through the modern trade channel, identifying new business opportunities and maximizing brand presence.
- Build and maintain strong relationships with retail partners to ensure smooth operations and alignment between the company and retailers.
- Negotiate terms of trade BDA with key retailers, including pricing, promotions, and product availability, ensuring favorable contracts and agreements.
- Work with trade marketing teams to plan and execute in-store promotions, displays, and campaigns that boost brand visibility and drive sales.
- Monitor market trends, consumer behavior, and competitor activities to adapt strategies and maintain a competitive edge in the retail space, in collaboration with the trade marketing team.
- Lead, motivate, and train key accounts team members to enhance their skills for managing both vertical and horizontal assignments.
- Develop customer relationships with key decision-makers at client organizations.
- Determine the optimal structure for the Sales Organization, including the necessary manpower in terms of both quantity and quality.
- Manage and report on Modern Trade Channel budget expenditures, ensuring compliance with authorized limits and deadlines to effectively achieve trade channel objectives in coordination with the trade marketing team.
- Create and standardize appropriate tools (such as reporting systems and memos) to evaluate and analyze business outcomes and individual performance, enabling timely identification and addressing of opportunities.
Operational
- Collaborate closely with the area sales manager to effectively communicate the plan to the modern trade team.
- Ensure that collections align with accounts receivable. Review and verify claims related to activities.
- Confirm that BDA elements are executed on the ground.
- Work in tandem with the merchandising team to oversee product availability and visibility in the market.
- People Oversee activities and operations in modern trade area to guarantee that all tasks are performed efficiently and in accordance with operating procedures and policy.
People
- Supervise the activities and work in modern trade area to ensure that all work is carried out in an efficient manner which is consistent with operating procedures and policy
- Provide a benchmark as Nominate for training as per guidelines to ensure that team members receive all necessary training and development to enable them to carry out their responsibilities to the required standards.
COMMUNICATIONS & WORKING RELATIONSHIPS
- Internal Communication: Internal teams of Finance manager, Supply Chain Team, Planning Team, Category Leaders, Finance Business Partners, Legal, Quality, Audit, Marketing Team, Trade Marketing Team.
- External Communication: Key Accounts Stakeholders
Academic and professional qualifications: Bachelor's/Master's degree in business administration.
Experience: 5-8 Years in Sales field within key Accounts and Modern Trade channel.
Technical Skills
- Account Management
- BDA Negotiations
- Channel Operations
- Presentation
- Skills Strategic thinking
