Key Accounts Manager

Job Location: UAE

Posted date: 21 Nov 2023

Educational Qualification: Bachelor's Degree/ Equivalent

Experience required: 5 Years of  Key Accounts  in the FMCG industry

Preferences: Modern Trade

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Key Accounts Manager

Job Description

Key Dimensions and Related Job Results

  • Achieve sales volume, value, and market share targets.
  • Negotiate and finalize all Business Development Agreements (BDAs) by the end of March each year after winning in each BDA.
  • Ensure in-store mirroring of all BDAs, resolving gaps if any.
  • Negotiate Share of Shelf (SOS) based on market share as a minimum.
  • Achieve targeted spends by maximizing return on investment (ROI) in every investment.
  • Align negotiation and BDA strategies with our brands and principals.
  • Collaborate closely with sales and merchandising teams to ensure execution excellence.
  • Map distribution by SKU/account to minimize lost sales.
  • Maintain structured and frequent interfaces with sales managers to highlight gaps.
  • Develop a robust activation calendar in coordination with the sales team and trade.
  • Monitor competition closely and share market feedback.
  • Analyze performance and provide actionable feedback to the team.
  • Proactively use ACN audit reports to enhance outputs in every assigned Key Account.
  • Lead and close all accounts receivable elements with every customer within one week of the payment receipt date.
  • Conduct quarterly business reviews with trade partners.
  • Ensure all trade spends are pre-approved and authorized in writing.
  • Adhere to all internal and external Standard Operating Procedures (SOPs) regarding the control and spend of all trade budgets to avoid overspending.
  • Lead, develop, train, and manage a team of direct reportees.
  • Record minutes of every productive/formal meeting with principals and customers, circulating the same promptly with relevant contact points both internally and externally, and following up on all agreed action points.
  • Allocate 70% of time to trade-related activities.

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