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Key Account Manager

3 months ago

Abu Dhabi, Abu Dhabi, United Arab Emirates Haleon Full time

Job Description:

Site Name:
Field Worker - ARE

Posted Date:
Jun 5 2023

Hello.
We're Haleon. A new world-leading consumer healthcare company. Shaped by all of us. Together, we're improving everyday health for millions of people.

By growing and innovating our global portfolio of category-leading brands - including Sensodyne, Panadol, Advil, Voltaren, Theraflu, Otrivin, and Centrum - through a unique combination of deep human understanding and trusted science.

What's more, we're achieving it in a company that we're building together. In an environment that we're co-creating. And a culture that's uniquely ours. Care to join us. It isn't a question.

Job Purpose:


The job is to develop strategic account management solutions and profitable growth in accordance with Haleon business plan and sales targets.

The job entails joint business planning, contract negotiation, trade spend optimisation, and end-to-end management of the major retail customers covering Supermarkets & Pharmacies.

The KAM needs to dentify key business opportunities and develop plans to address these opportunities in his/her assigned accounts. This role involves planning and follow up on execution in the trade by the individual and through different stakeholders, as well as giving guidance to distributors teams

Key Responsibilities:

  • Managing distributors in UAE for Key Accounts (KA) in supermarket and pharmacy channels.
  • Managing distributors sales team directly by setting their monthly targets, KPI's, Journey plans & promo allocation.
  • Forecasting full year targets per account.
  • Delivering growth and sales targets of respective accounts.
  • Ownership of key account contracts (negotiation, counterparts' optimization, Gross to Net (G2N) reduction
  • Planning and implementation of joint business plans with key customers as per company priorities.
  • Ensuring perfect new product launches on time to drive growth through innovation.
  • Building exclusive full year calendar for top Key Accounts.
  • Ensuring the optimum trade spend, converting nonworking spend into working spend, ensuring contract compliance and ROI analysis.
  • Leading and improving the distributor key account team to identify and fulfil the store level opportunities
  • Managing the interface between sales & marketing to deliver annual channel activity calendar
  • Identifying partnership opportunities with customers to drive the category (category management, category captaincy etc)
  • Driving trade spend efficiencies, planning and tracking spend diligently on monthly basis
  • Ensure implementation of the winning at shelf agenda Point of sale material implementation, share of shelf optimization, planogram compliance)
  • Conducting quarterly business reviews with Key customers
  • Ensuring Haleon compliant business activities.

Why You:

Key Qualifications:

  • University degree.
  • 5 years Customer management/ Sales management/ Customer marketing experience
  • Good communication and interpersonal skills.
  • Analytical skills.
  • Numeracy and finance skills.
  • Strong commercial understanding / experience.

Skills:

  • Professional selling skills
  • Territory & Customer management skills
  • People management skills
  • Partnership building skills.
  • Negotiation skills
  • Presentation/communication skills.
  • Analytical skills an ability to analyse industry competitors through use of available data.
  • Net Revenue Management skills
  • Trade Investment and Promotional Management

Independent Thinking:

  • Strong leadership skills and qualities are required due to the nature of the business with the ability to influence and negotiate with the trade at all levels.
  • Position requires that the incumbent have a strong business sense with an inherant desire to improve overall business performances ongoing through analysis and remedial actioning.
  • Values and expectations, policies, parameters and protocals govern the position This needs to be balanced to ensure sufficient authority for independent decision making.


At Haleon we embrace our diverse workforce by creating an inclusive environment that celebrates our unique perspectives, generates curiosity to create unmatched understanding of each other, and promotes fair and equitable outcomes for everyone.

We're striving to create a climate where we celebrate our diversity in all forms by treating each other with respect, listening to different viewpoints, supporting our communities, and creating a workplace where your authentic self belongs and thrives.

We believe in an agile working culture for all our roles. If flexibility is important to you, we encourage you to explore with our hiring team what the opportunities are.

Haleon is an Equal Opportunity Employer. All qualified applicants will receive equal consideration for employment without regard to race, color, national origin, religion, sex, pregnancy, marital status, sexual orientation, gender identity/expression, age, disability, genetic informat