Key Account Manager - UAE (Wine and Spirits)

Antal International; United Arab Emirates; On-site; AED 120,000 - 180,000; Full time

Job summary

A leading company in the UAE seeks a Key Account Manager to drive sales and build relationships within the FMCG or liquor industries. This role involves managing customer development plans, analyzing sales trends, and enhancing customer interactions. The ideal candidate will possess substantial sales experience and excellent communication skills, thriving in a dynamic environment.

Qualifications

• Strong track record in sales with 3-4 years in relevant industries.
• Fluency in English, both spoken and written.
• Proven ability to build strong customer relationships.

Responsibilities

• Achieve targeted profits and sales turnover through customer development plans.
• Build strong partnerships with customers to enhance sales.
• Collaborate with the Sales Manager to analyze sales trends.

Skills

Public Speaking

Presentation Skills

Sales Negotiation

Customer Relationship Management

Education

3-4 years sales experience in FMCG or liquor industries

Tools

MS Office

Job description

• Achieve targeted profits, sales turnover, market share, and customer service levels as outlined in business plans. This includes having a Customer Development Plan for every client.
• Sell and negotiate trading terms effectively.
• Focus on selling core company brands and ensuring optimal distribution for profitability.
• Identify market segments and develop tailored sales strategies for each account, utilizing technology and data insights.
• Organize tastings and, where possible, provide training on beverages for clients.
• Notify accounts of new product launches and maximize product listings in outlets.
• Research new customers / prospects and agree on sales and consumer activity plans for new accounts.
• Effective distribution management is key to the role’s success.

Customer Relationship Management

• Build strong partnerships with customers to boost sales in value and volume by regular visits and meaningful interactions guided by a journey plan and Customer Development Plan.
• Address product, price, and availability issues to enhance relationships while balancing commercial needs in collaboration with Finance and Customer Service teams.
• Establish service contracts and ensure adherence to agreed terms.
• Develop strategies to win key customer loyalty and engage stakeholders during evening trade tours.

Information Analysis

• Collaborate with the Sales Manager to analyze sales trends across categories and brands and develop targeted strategies.
• Create compelling selling stories around the right products for the right consumers at the right time.
• Identify and address distribution gaps effectively.
• Maintain comprehensive customer records, including key personnel details, sales performance, agreements, and correspondence.
• Execute marketing plans and consumer activities to enhance brand visibility and equity.
• Partner with accounts to optimize merchandise use.
• Develop tailored activation programs for customers, aligning with brand objectives.

Brand Development Support

• Monitor and communicate customer support funds monthly, aligning investments with the Customer Development Plan.
• Analyze and evaluate promotional proposals and trade support using appropriate tools.
• Focus tactically on key products to ensure brand prominence among end consumers.

Payment Collection and Debt Management

• Ensure timely payment collection as per company policies, including physical cheque collection if required.
• Address and resolve long-standing debt issues.

Other Responsibilities

• Manage special orders and ensure timely depletion.
• Report market developments and feedback to relevant stakeholders.
• Represent the company at trade and sponsored events.
• Ensure compliance with laws and company policies in all sales activities.
• Work cohesively within the team to align with organizational goals.

Key Interfaces for the Role

• Reports to the Sales Manager.
• Regular interactions with : General Manager – Abu Dhabi On Trade Sales and Marketing Team Wine Team Logistics and Finance Team On Trade Customer Base

Education and Career Requirements

• 3–4 years of substantial sales experience, preferably in FMCG or liquor industries.
• Strong public speaking and presentation skills.
• Proficient in MS Office.
• Fluency in English, both written and spoken.

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Key Account Manager • United Arab Emirates