Key Accounts Manager- Wine and Spirits

Antal International Network; London; On-site; Confidential; Full time

Job summary

A leading company in the wine and spirits distribution sector is seeking a Key Accounts Manager based in Dubai. The role involves driving on-trade sales within the HoReCa segment, achieving sales targets, and building strategic client relationships. The ideal candidate will have a Bachelor's degree and experience in the wine and spirits industry. Competitive salary and incentives are offered, with tax-free earnings in the UAE.

Qualifications

• Minimum 3–5 years’ experience in on-trade sales within the Wine & Spirits industry.

Responsibilities

• Achieve sales targets and develop tailored Customer Development Plans.
• Build strong relationships with key on-trade clients.
• Analyze account performance and develop growth strategies.

Skills

Presentation

Communication

Education

Bachelor's degree

Tools

Microsoft Office Suite

Job description

50,000 GBP -60,000 GBP + Incentives (Tax Free in UAE)

We are hiring on behalf of our client — a prominent distributor of premium wine and spirits brands in the UAE — for the position ofKey Accounts Manager. This role is based inDubaiand focuses onOn-Trade saleswithin theHoReCa (Hotels, Restaurants & Cafés)segment.

The position is based in Dubai, We welcome applications from candidates with relevant industry experience, including those open to relocating to the UAE.

Salary- 50,000- 60,000 GBP Annually( Salary will be paid in UAE local currency which is tax free)+ Incentives

Key Responsibilities

Sales & Business Development

• Achieve sales targets, profitability, market share, and customer service benchmarks as per agreed business plans.
• Develop and execute tailored Customer Development Plans for each account.
• Drive sales of core brands and ensure their widespread distribution to optimize profitability.
• Segment the market and craft bespoke sales strategies in collaboration with Category Specialists.
• Organize wine tastings and conduct product training for clients, where applicable.
• Proactively introduce new product launches and secure maximum product listings at client outlets.
• Support new customer onboarding and collaborate on activation plans for handover accounts.

Customer Relationship Management

• Build strong, strategic relationships with key on-trade clients and decision-makers.
• Execute regular visits following a journey plan with defined objectives and measurable outcomes.
• Address client concerns related to product, pricing, and availability while maintaining commercial balance.
• Formalize and deliver on agreed service contracts.
• Establish a consistent evening trade visit routine to maintain engagement with on-premise stakeholders.

Commercial Analysis & Brand Support

• Analyze account performance by category and develop growth strategies.
• Create compelling sales stories using data and consumer insights.
• Monitor and manage Brand Development Support (BDS) budgets for each client account.
• Evaluate and execute trade promotions and brand support activities.
• Represent the company at industry events and promotional gatherings.

Collections & Compliance

• Ensure timely payment collection in line with company financial policies.
• Actively manage debt and resolve outstanding payment issues.
• Oversee special orders and ensure smooth fulfilment and depletion.
• Remain compliant with local laws and internal sales guidelines.
• Share timely market intelligence and contribute insights to internal teams.

Qualifications & Skills

• Bachelor’s degree in any discipline (mandatory).
• Minimum 3–5 years’ experience inon-trade sales within the Wine & Spirits industry.
• Strong presentation and public speaking abilities.
• Excellent interpersonal and written communication skills.
• Proficient in Microsoft Office Suite (Excel, PowerPoint, Outlook, Word).
• Fluency in English (spoken and written) is required.

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