Purpose of the job
To develop, manage, and grow strategic relationships with key regional customers, ensuring effective execution of commercial plans and delivering sustainable business growth. The role acts as the primary interface between the customer and internal teams to drive alignment, execution excellence, and value creation.
Key Accountabilities
1. Account & Information Management
- Act as the primary point of contact and trusted advisor for assigned key accounts.
- Maintain accurate and up-to-date customer data, including promotional history, pricing, investments, sales performance, and inventory levels.
- Leverage data and insights to support decision-making, planning, and performance tracking.
2. Commercial Planning & Forecasting
- Develop and execute customer-specific annual and monthly business plans aligned with overall commercial strategy.
- Ensure optimal allocation of promotional budgets based on account performance, ROI, and historical data.
- Translate commercial plans into accurate sales forecasts to support demand planning, supply alignment, and production scheduling.
- Collaborate cross-functionally to ensure alignment between sales, supply chain, and marketing plans.
3. Execution & Performance Monitoring
- Monitor in-store execution of agreed plans, including pricing, promotions, and visibility standards, ensuring compliance with company guidelines.
- Conduct regular market visits and performance reviews to identify gaps and opportunities for improvement.
- Drive corrective action plans to address execution gaps and enhance sales performance.
- Ensure adherence to merchandising standards and continuously improve in-store presence.
- Resolve operational and commercial issues at both store and head office levels in a timely manner.
4. Customer Management & Negotiation
- Build strong, long-term partnerships with key stakeholders across customer organizations.
- Prepare compelling, data-driven presentations to support business reviews and negotiations.
- Lead or support negotiations of commercial agreements, ensuring mutually beneficial outcomes.
- Drive joint business planning initiatives to unlock growth opportunities and strengthen collaboration.
5. Financial & Budget Management
- Manage and track customer investments, including rebates, promotions, and trade spend, ensuring alignment with approved budgets.
- Coordinate with Finance to validate and process customer claims accurately and on time.
- Ensure proper documentation, reconciliation, and sign-off of all financial transactions with customers.
- Monitor ROI on trade investments and recommend optimization opportunities.
- Support contract development and ensure ongoing tracking of financial commitments and obligations
Job Requirements
- Bachelor's degree in Business Administration, Marketing, Sales, or a related field.
- 36 years of experience in Sales or Key Account Management, preferably within FMCG or a similar industry.
- Computer skills/ literacy: Microsoft Office in particular minimum intermediate level in Excel
- Languages: Proficient in English & Arabic
Job Competencies
Strong commercial and financial acumen with the ability to manage budgets and analyze performance.
- Excellent negotiation and relationship management skills.
- Strong analytical skills with the ability to interpret data and generate actionable insights.
- Effective planning and organizational skills with attention to detail.
- Strong communication and presentation skills.
- Ability to work cross-functionally and manage multiple stakeholders.
- Proactive mindset with a results-driven approach.
