Key Account Manager

3 days ago

Dubai, Dubai, United Arab Emirates NicheHR Global Full time

Key Accounts Manager – Dubai

Role Purpose

We are seeking a dynamic and experienced Key Accounts Manager to join our team in Dubai. This pivotal role involves developing, managing, and expanding strategic relationships with our key account partners across the UAE. You will be instrumental in driving revenue growth, enhancing brand presence through exceptional in-store execution, and securing winning market shares with sustainable expenditure for our client's Personal Care & Foods portfolio. The ideal candidate will possess strong commercial acumen, in-depth category understanding, and proven experience working with leading retailers in the region.

Key Responsibility Areas

Business Planning

  • Develop comprehensive Annual Business Plans with customers and the Distributor Key Account Management Team to achieve revenue and market share objectives.
  • Map out event calendars for top customers and align month/quarter participations by event and brand with all relevant stakeholders.
  • Continuously identify and address distribution gaps/improvement opportunities, integrating them into the business plan.
  • Manage expenditures within budget and drive efficiency through optimization and redeployment of existing resources.

Account Management

  • Cultivate and maintain strong business relationships with key stakeholders at both customer and distributor levels.
  • Leverage relationships to expedite new product launches, enhance execution within stores, and ensure operational efficiency.
  • Negotiate trading terms, listings, pricing, and promotions to maximize profitability.

Data Analysis and Review

  • Monitor sell-in and sell-out performance, recommending strategic actions to accelerate growth.
  • Conduct regular performance reviews with external and internal teams to identify key action areas.
  • Analyze and report on market trends and competitor activities, collaborating with Brand and Trade Marketing teams to develop effective action plans.

Drive Execution Excellence

  • Ensure business hygiene, including On-Shelf Availability, Planogram Compliance, Share of Shelf, New Product Distribution, and precise execution of brand priorities.
  • Conduct regular store visits to monitor performance, identify areas for improvement, and share feedback with Customer, Distributor, and internal teams to enhance overall performance.

Cross-Functional Collaboration

  • Collaborate closely with Supply Chain to ensure accurate forecasting, optimal stock availability, and high service levels.
  • Work effectively with internal teams on new product launches, demand planning, and marketing initiatives.

Qualifications & Experience

  • Minimum Bachelor's degree in Business, Marketing, or a related field. Master's Degree preferred (distance learning courses/education not counted).
  • 3+ years of dedicated Key Account Management experience (executive/salesman level not counted), preferably within the
    Personal Care or at least Non-Food FMCG
    sector.
  • Strong understanding of the UAE retail landscape is essential.
  • Proven experience in Negotiations, Account Planning, and P&L management.
  • Excellent communication, analytical, and relationship-building skills.
  • Proficiency in MS Office – particularly Excel & PowerPoint.
  • UAE experience is mandatory; Dubai-based candidates are preferred.

Key Competencies

  • Strategic Account Management
  • Negotiation & Influencing Skills
  • Analytical Thinking & Problem-Solving
  • Commercial & Basic Financial Acumen
  • Stakeholder Management
  • Execution Excellence

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