Business Development Manager- Key Accounts

Mars, Incorporated and its Affiliates; Dubai; On-site; AED 300,000 - 520,000; Full time

Job summary

Mars, Incorporated and its Affiliates in Dubai seeks a Business Development Manager – Key Accounts to bridge strategy and execution, drive category growth, and manage key accounts. You will collaborate with field sales, demand planning, and supply to ensure timely market execution and strong customer relationships.

Requirements include a Bachelor's in Business/Marketing/Sales and 5+ years in FMCG sales, with strong negotiation, relationship management and omni-channel acumen.

Qualifications

• Bachelor's degree in Business, Marketing, Sales, or a comparable discipline.
• 5+ years experience in sales function in TOP FMCG companies. Experience in Key Accounts is a plus.

Responsibilities

• Act as a bridge between strategy and execution and enable store execution.
• Build relationships across customer hierarchy to drive category growth.
• Collaborate with internal teams to ensure successful negotiations and timely market execution.
• Lead on short- and long-term negotiations including BDAs and strategic projects.
• Prepare business reviews and communicate updates to upper management.

Skills

Negotiation

Relationship management

Communication

Strategic thinking

Channel management

Financial analysis

Sales management

Education

Bachelor's degree in Business/Marketing/Sales

Tools

PowerPoint

Job description

Job Description:

Business Development Manager – Key Accounts

Role overview:

The business development manager is a key role within the sales organization. This role acts as a bridge between strategy and execution, and is in charge of leveraging head office contacts and relationships to enable and facilitate store execution, ensure sustained quality growth, and meet executional & strategic business objectives.

What defines success in this role:

• Effectively communicate strategic initiatives, activations & launches to external stakeholders and ensuring solid plans are built and aligned.
• Build solid relationships across the customer hierarchy and leverage those relationships to achieve category growth.
• Represent the channel/customer internally across the different internal functional forums and efficiently communicate, secure and define what success looks like.
• Team player: Able to rally internal stakeholders and cross functions around the channel objectives.
• Liaise with the field sales team and facilitate timely execution by proactively tracking and measuring sales and execution KPIs, as well as driving accountability across the different functions.
• Growth mindset: must have a passion for sustainable growth.
• Collaborate with the Customer Service and Supply department to provide an efficient supply chain and a high-level service for the customer.
• Effective cooperation with the Demand planning department to ensure effective long term sales forecasting.
• Effective budget management and tracking: Is responsible for short term budget spends end to end including tracking customer deductions as well as timely market collections.
• ROI mindset: ensure all trade spend results in positive net sales return, and has a positive impact on trade leverage index.
• Timely and effective business reviews preparation , both internally and externally.
• This role is expected to be the key communication point of the channel/customer and will represent the channel in business updates for the upper management: Effective communication & story telling – Comfortable building powerpoint presentations are a must.
• Strong negotiation skills: This role is expected to lead on both short term negotiations such as monthly rentals and long term negotiations such as BDAs and strategic projects.
• DCOM exposure is a big plus: this role is expected to be competent and knowledgeable in digital commerce and will help drive category growth and build a solid presence in the online sales of the customer.

Key Functional competencies & Technical skills:

• Financial and analytical acumen
• Drives Results
• Customer management
• Leveraging Insights into Action
• Negotiation
• Category & Shopper Acumen
• Managing Ambiguity
• Execute & Evaluate Results
• Build collaborative relationships
• Demand planning (Forecasting)
• Omni-channel acumen
• Action oriented
• Effective Communication

Education & Professional Qualifications:

• A Bachelor's degree in Business, Marketing, Sales, or a comparable discipline.
• 5+ years experience in sales function in TOP FMCG companies. Experience in Key Accounts is a plus.