Role Overview
Dr. Scent is looking for a commercially driven Key Accounts Manager – Hospitality / Retail to expand our presence across both hospitality and retail channels in the UAE.
The role will focus on opening new business opportunities, managing strategic accounts, and driving sales growth across hotels, resorts, hospitality groups, modern trade, supermarkets, hypermarkets, furniture retailers, lifestyle stores, distributors, and premium retail partners.
This is a high-impact role for a proactive sales professional who has strong UAE market connections, understands B2B sales, and can manage accounts from first approach to long-term growth.
Key Responsibilities
1. Sales & New Account Acquisition
- Identify, approach, negotiate, and close new key accounts across hospitality and retail channels.
- Open new accounts with hotels, resorts, hospitality groups, modern trade, supermarkets, hypermarkets, furniture retailers, lifestyle stores, and distributors.
- Leverage existing relationships with hotel decision-makers, procurement teams, category buyers, distributors, and retail partners.
- Pursue multi-property rollouts with hotel groups and multi-branch listings with retail chains.
- Build and maintain a strong pipeline of new business opportunities.
- Achieve monthly and quarterly sales targets.
2. Key Account Management
- Build strong long-term relationships with key decision-makers at property, group, distributor, and retail-chain levels.
- Manage account performance, commercial terms, renewals, reorders, and expansion opportunities.
- Drive contract renewals, product range expansion, premium fragrance upgrades, and seasonal scent rotations.
- Ensure client satisfaction through regular follow-up and proactive issue resolution.
- Identify opportunities to increase sales value through cross-selling and upselling.
3. Hospitality Channel Management
- Manage hospitality accounts including hotels, resorts, serviced apartments, restaurants, cafés, and hospitality groups.
- Coordinate scent installation, service schedules, and operational handover with the internal operations team.
- Conduct regular property visits and walk-throughs to ensure scent experience quality.
- Work closely with housekeeping, front office, procurement, engineering, and management teams.
- Track new hotel openings, refurbishments, ownership changes, and group-level opportunities.
4. Retail Channel Management
- Secure product listings and shelf space across key retail partners.
- Drive sell-through by monitoring stock availability, product visibility, merchandising, and POS material placement.
- Coordinate with distributors and internal teams to prevent out-of-stock situations.
- Support in-store promotions, activations, and seasonal campaigns.
- Monitor competitor activity, pricing, placement, and distribution gaps.
- Visit retail outlets regularly to check availability, visibility, and performance.
5. Market Coverage & Business Development
- Prepare weekly and monthly visit plans for hotels, retail stores, distributors, and key accounts.
- Cover priority UAE areas including Dubai, Abu Dhabi, Sharjah, Northern Emirates, and other strategic locations.
- Identify white-space opportunities within hospitality groups, independent properties, retail chains, and distributor networks.
- Share regular market intelligence and competitor updates with management.
- Maintain awareness of market trends in scent marketing, home fragrance, FMCG, hospitality guest experience, and premium lifestyle retail.
- Requirements
- Bachelor's degree in Business Administration, Marketing, Sales, or a related field.
- Minimum 5 years of experience in key account sales, B2B sales, hospitality sales, FMCG sales, retail partnerships, or distribution management.
- Experience in one or more of the following sectors is preferred:
- Scent marketing
- Home fragrance
- FMCG
- Beauty and personal care
- Home care
- Hospitality supplies
- Hotel amenities
- Guest experience services
- Premium lifestyle products
- Strong network with hotel decision-makers, procurement teams, category buyers, distributors, and retail partners in the UAE.
- Proven track record of opening new accounts and achieving sales targets.
- Strong understanding of UAE hospitality, modern trade, retail distribution, and procurement cycles.
- Excellent negotiation, communication, presentation, and relationship-building skills.
- Strong ownership, follow-up, and execution mindset.
- UAE-based candidate preferred.
- Valid UAE driving license is required.
