Key Accounts Manager - UAE

GSK; Dubai; On-site; AED 180,000 - 300,000; Full time

Job summary

Haleon in the UAE seeks a proactive Key Account Manager to lead distributor relationships in supermarkets and pharmacies. You will plan and execute strategic growth initiatives, manage contracts and trade spends, and collaborate across sales and marketing to deliver annual targets.

The ideal candidate has 5+ years in customer/sales management with strong analytical and commercial acumen, and retail experience, especially in pharmacy channels.

Qualifications

• University degree.
• 5 years customer management/sales management/customer marketing experience.
• Retail experience mandatory; pharmacy experience a plus.
• Good communication and interpersonal skills.
• Analytical skills; numeracy and finance skills.
• Strong commercial understanding/experience.

Responsibilities

• Managing distributors in UAE for KA in supermarket and pharmacy channels.
• Managing distributor sales teams by setting monthly targets, KPIs, journey plans and promo allocation.
• Forecasting full year targets per account.
• Delivering growth and sales targets of respective accounts.
• Ownership of key account contracts and negotiation partners; visibility and activation.
• Planning and implementing joint business plans with key customers per company priorities.
• Ensuring new product launches on time to drive growth through innovation.
• Build annual calendars for top Key Accounts.
• Drive market share growth with category and competition focus through EPOS.

Skills

Communication skills

Interpersonal skills

Analytical skills

Numeracy & finance

Commercial understanding

Education

University degree

Job description

About the role

The role is to develop strategic account management solutions and profitable growth in accordance with Haleon business plan and sales targets. The role entails joint business planning contract negotiation trade spend optimization and end-to-end management of the major retail customers covering Supermarkets & Pharmacies.

The KAM needs to identify key business opportunities and develop plans to address these opportunities in his/her assigned accounts. This role involves planning and follow up on execution in the trade by the individual and through different stakeholders as well as giving guidance to distributors teams.

Key responsibilities

• Managing distributors in UAE for KA in supermarket and pharmacy channels.
• Managing distributors sales team directly by setting their monthly targets KPIs Journey plans & promo allocation.
• Forecasting full year targets per account.
• Delivering growth and sales targets of respective accounts.
• Ownership of key account contracts (negotiation counterparts optimization visibility activation)
• Planning and implementation of joint business plans with key customers as per company priorities.
• Ensuring perfect new product launches on time to drive growth through innovation.
• Building exclusive full year calendar for top Key Accounts.
• Driving market share growth with category and competition focus through EPOS.
• Ensuring the optimum trade spend converting non-working spend into working spend ensuring contract compliance and ROI analysis planning and tracking spend diligently on monthly basis
• Leading and improving the distributor key account team to identify and fulfil the store level opportunities
• Managing the interface between sales & marketing to deliver annual channel activity calendar
• Identifying partnership opportunities with customers to drive the category (category management category captaincy etc)
• Ensure implementation of the winning at shelf agenda (POSM implementation share of shelf optimization planogram compliance)
• Conducting quarterly business reviews with Key customers
• Ensuring Haleon compliant business activities.

Qualifications and skills

Essential

• University degree.
• 5 years Customer management/Sales management/Customer marketing experience
• Retail experience mandatory pharmacy experience a plus
• Good communication and interpersonal skills.
• Analytical skills.
• Numeracy and finance skills.
• Strong commercial understanding/experience.

Preferred

• UAE experience preferred

Care to join us. Find out what life at Haleon is really like Haleon we embrace our diverse workforce by creating an inclusive environment that celebrates our unique perspectives generates curiosity to create unmatched understanding of each other and promotes fair and equitable outcomes for everyone. Were striving to create a climate where we celebrate our diversity in all forms by treating each other with respect listening to different viewpoints supporting our communities and creating a workplace where your authentic self belongs and thrives. We believe in an agile working culture for all our roles. If flexibility is important to you we encourage you to explore with our hiring team what the opportunities are.

As you apply we will ask you to share some personal information which is entirely voluntary. We want to have an opportunity to consider a diverse pool of qualified candidates and this information will assist us in meeting that objective and in understanding how well we are doing against our inclusion and diversity ambitions. We would really appreciate it if you could take a few moments to complete it. Rest assured Hiring Managers do not have access to this information and we will treat your information confidentially.

Haleon is an Equal Opportunity Employer. All qualified applicants will receive equal consideration for employment without regard to race color national origin religion sex pregnancy marital status sexual orientation gender identity/expression age disability genetic information military service covered/protected veteran status or any other federal state or local protected class.

Accommodation Requests

If you require a reasonable accommodation or other assistance to apply for a job at Haleon at any stage of the application process please let your recruiter know by providing them with a description of specific accommodations you are requesting. Well provide all reasonable accommodations to support you throughout the recruitment process and treat all information you provide us in confidence.

Required Experience:

Manager