Key Account Manager

IFFCO Group; United Arab Emirates; On-site; AED 120,000 - 200,000; Full time

Job summary

A fast-growing FMCG company in the UAE is hiring for a management role overseeing sales activities within Modern Trade. The position requires overseeing a team to achieve sales targets, managing customer relationships, and executing business development agreements. The ideal candidate has 5 to 7 years of experience in a similar role, preferably in food products sales, and holds a Bachelor's degree in business or management.

Qualifications

• 5 to 7 years’ experience in a similar role in the UAE.
• Minimum of 5 years’ experience in FMCG, preferably in food products sales.

Responsibilities

• Manage sales activities within UAE for Modern Trade.
• Achieve monthly and yearly sales targets.
• Conduct quarterly business reviews with key customers.
• Directly supervise Area Development Managers and Supervisors.
• Present periodic business reviews based on sales data.

Skills

Customer Centricity

Effective Communication

Ownership & Result Orientation

Self and Team Management

Planning & Decision Making

Customer Management

Business Acumen

Consumer Analysis & Insights

Education

Bachelor degree in business or management

MBA degree in business or management

Job description

Management of sales activities within UAE for Modern Trade. This includes direct supervision of Area Development Managers & Area Development Supervisors, achievement of sales targets, management of customers within the area assigned, development of business, management of territory and category profitability.

• Achieve Monthly sales & yearly targets as per AOP
• Quarterly business reviews with key assigned customers
• Track and manage spending per customer
• Complete ownership of the Business Development Agreements (BDA’s); negotiation to implementation.
• Strategic inputs for Brand wise / Category wise / Outlet wise target plan.
• Responsible for team performance and developing own team.
• Present periodic business reviews by analyzing sales data, and performance against annual plans.
• Responsible for updating TMI contract module & TDA process on time for all contractual customers.
• Timely EPOS analysis and action plan
• Direct and daily supervision of the team activities
• Align with various category stakeholder on initiatives and achievements
• Maintain and improve share of shelf by improving distribution coverage as stipulated in the annual objectives
• Relationship Management – Internal and External
• Conduct regular market visits and route rides with the team
• Develop strategies and objectives for the assigned territory for the Annual Operating Plan.
• Conduct weekly review meetings with the team to work over agendas and actionable plans
• Report and monitor competition activities
• Proactively Planning all the Promotions for better execution
• Planning and Forecast for IFFCO brand by SKU wise
• Product Execution, Product Listing & Availability
• Tracking GRV's within stipulated budget spend & Using trade budget effectively.
• Ensure all rental displays are followed and adhered by the customers and merchandisers.
• Ensure store level merchandising as per the planogram defined by category.
• Ensuring replenishment of products and FIFO management in a timely manner.
• Responsible for the collection of receivables from the market and ensure smooth sales transactions
• To ensure reduction in damages / expiries and sales returns from the market within the set targets.

KPIs

• Value & Volume Target
• Achievement of expiries/damages/market returns within set targets
• NPD listing
• Territory Growth
• Weighted and numeric distribution
• Product availability and visibility
• TMI management

Work experience requirement

Overall 5 to 7 years’ experience in similar role in the UAE, management experience
Minimum of 5 years’ experience in FMCG, preferably dealing with food products sales

Qualification

Must have a Bachelor degree in business or management related field.
MBA degree in business or management related field is desirable

Customer Centricity

Communicating effectively

Ownership & Result Orientation

Self and Team Management

Planning & Decision Making

Customer Management

Business Acumen – Financial and Commercial

Consumer Analysis & Insights / Marketing Research