Key Accounts Manager - UAE

GSK; Dubai; On-site; AED 150,000 - 200,000; Full time

Job summary

A leading pharmaceutical company is looking for a Key Account Manager in Dubai to develop strategic account management solutions and achieve sales targets. The ideal candidate will have at least 5 years of customer management experience and retail knowledge, with a focus on driving growth in key accounts like supermarkets and pharmacies. This role includes managing distributors, setting targets, and ensuring successful product launches.

Qualifications

• 5 years of customer management/sales management experience.
• Retail experience is mandatory; pharmacy experience is a plus.
• Strong commercial understanding and experience.

Responsibilities

• Manage distributors in UAE for supermarkets and pharmacies.
• Set monthly targets and KPIs for the sales team.
• Forecast targets per account and ensure contract compliance.

Skills

Customer management

Sales management

Analytical skills

Good communication

Numeracy and finance

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

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.

If you require a reasonable accommodation or other assistance to apply for a job at Haleon, please let your recruiter know by providing them with a description of specific accommodations you are requesting.