Key Account Manager

Our client a growing African FMCG brand entering in the UAE market starting 2024. They have identified UAE as a key growth market . They want to identify a new talent to establish & lead the Modern trade & Pharmacy channel & identify new distributors in the UAE. There is a need to bring on board a FMCG talent who will be responsible for overall modern trade & pharmacy business in the UAE. The incumbent would be responsible for building the strategic plan for short and long-term. They will need to identify and focus on key drivers for growth including entering key accounts & building capabilities of internal and distributor teams, establishing and broadening our reach at the best possible cost.

KEY RESPONSIBILITIES / OBJECTIVES

• Analyze and know the market, its developments and foresee future trends.

• Develop strategies for sales across the UAE for the delivery channel. Develop way forward for Route to Market in conjunction with brand aspirations for all the Trade Channels to achieve desired reach & visibility.

• Monitor and analyse performance metrics and chalk out improvements. Build relationships with key distributors to get the right support in all trade channels.

• Onboard & lead the distributors in the UAE and lead their sales team through setting weekly/monthly targets and overseeing collections.

• Prepare weekly and monthly reports on targets and development within the region.

• Responsible for monthly targets

• Market sizing: define the account opportunity in cluster of size (small, medium, large)

• Maintain the current portfolio within the base customers and increase customers’ base.

• Seek agreement based on strategic business objective with distributors & develop periodic and responsive reviews with them.

• Set annual plan with high level targets of get, keep and increase.

• Target business growth within the sector with potential new business opportunities.

• Drive innovative solutions.

• Work on enriching the customer pipeline either by capturing market shares or developing the market.

• Build strong relationships with existing and new accounts as well as strong performance mindset, nurture positive and efficient long-term relationships at all levels to ensure the consistent application of the strategy.

• Suggest development of several areas such as better techniques to achieve sales targets, serving the customer needs, improvement on delivery process, ordering process, customer service etc.

• Set up annual targets and develop a detailed operational plan: volume, value, P&L follow-up, and reporting. Review and agree on those targets for the channel.

• Be a first contact / Drive and anticipate negotiations steps.

• Ensure that all sales orders are acknowledged within a reasonable response limit in the Channel.

• Optimize Brand Equity and visibility, brand exposure and product trial.

• focus on the availability of company new products to maximize their potential and expand customer base to ensure coverage of potential customers is maximized.

• Keep an open eye on the market and be informed about what competitors are doing.

• Build effective partnerships with external stakeholders including government, key customers, vendors, and suppliers.

• Manage negotiations between the company and the brand owners to create successful business arrangements.

• Accountable for the creation of new proposals, pricing, and contract negotiations

• Actively manage and communicate the placement of a Brand(s) and or Product(s).

• Effectively interact and communicate with other department’s be-it account management, sales, marketing, and distribution teams to ensure a professional handover of Brand(s), product(s) secured.

• Suggest, recommend, and represent the company at industry events and tradeshows identified as being integral to business development.

• Maintain & develop good relationships with the new as well as existing Key Accounts by managing them.