National Key Account Manager

Americana Foods - National Food Company; Ar Rass, Jeddah; On-site; SAR 350,000 - 650,000; Full time

Job summary

Americana Foods - National Food Company in Saudi Arabia seeks a National Key Accounts Manager to drive flawless execution for 3-4 strategic modern trade accounts. You will translate channel strategy into account plans, lead term negotiations, and ensure in-store standards and OTIF delivery across the portfolio.

The role requires deep knowledge of KSA retail dynamics, multi-DC coordination, and delivery against seasonal calendars for high-volume periods like Ramadan and Eid.

Qualifications

• 8-10 years of FMCG commercial experience with hands-on management of large-format modern trade accounts.
• Strong negotiation skills with experience closing annual trading terms with major buyers.
• Understanding of in-store execution, merchandising standards and demand forecasting.

Responsibilities

• Develop and own annual account plans for 3-4 key KSA accounts with volume targets and promotional calendars.
• Manage account-level P&Ls in SAR, tracking revenue, trade spend and gross profit monthly.
• Lead negotiations for trading terms, promotions, listings and shelf terms.
• Ensure in-store standards, OTIF delivery and planogram compliance across accounts.
• Coordinate with supply chain for forecasts by account and region, including Ramadan uplift.

Skills

Negotiation skills

In-store execution

Forecasting

Relationship management

Excel

Education

Bachelor's degree in Business or related discipline

Tools

Nielsen KSA

IRI

Job description

Job Summary

The National Key Accounts Manager is an individual-contributor role responsible for the flawless execution of the company's commercial and category agenda across 3-4 of the Kingdom's most strategic modern trade accounts. Reporting directly to the Head of Modern Trade, the incumbent translates the channel strategy into detailed, account-specific plans and drives day-to-day execution - from trading term closure to in-store standards - for their assigned portfolio. Success in this role requires deep familiarity with the operational cadences, buying structures, and execution requirements of the specific KSA retail accounts assigned, including managing multi-DC supply coordination and delivering against the Kingdom's commercially critical seasonal calendar for those accounts.

Key Responsibilities

Account Planning & Target Management

• Develop and own annual account plans for the 3-4 assigned key accounts in KSA, translating channel strategy into account-level volume targets (in cases and SAR), promotional calendars, and distribution objectives by region and DC.
• Own and manage account-level P&Ls in SAR, tracking net revenue, trade spend, gross profit, and target attainment monthly against budget.
• Manage and track sales targets for the assigned accounts across all relevant SKU portfolios and covered cities/regions, escalating risks to the Head of Modern Trade as needed.
• Conduct structured business reviews (monthly/quarterly) with buying and commercial teams at each of the assigned KSA retailers, presenting performance data, issue resolution, and forward plans.
• Manage seasonal account planning with particular discipline around Ramadan, Eid, National Day, and school season - including advance ranging confirmations, promotional booking, and display commitments.

Contract Negotiation & Closing

• Lead and close annual trading term negotiations with the assigned key accounts within the commercial and financial framework approved by the Head of Modern Trade.
• Negotiate promotional programmes, listing agreements, new product introductions, gondola end and display bookings, and shelf/space terms to deliver optimal commercial outcomes for the company.
• Manage new product listing negotiations across KSA retail accounts, securing distribution commitments, shelf placement, and launch support in line with NPD launch plans.
• Navigate the structured, multi-stakeholder buying processes at major KSA retail groups (e.g. Panda's centralised category buying model, BinDawood's regional dynamics, Al Othaim's franchise and company-owned store mix).
• Ensure all negotiated agreements are documented, internally approved, and tracked against committed deliverables; maintain accurate contract and terms records for all accounts.

In-Store Execution & Compliance

• Own in-store execution standards across the assigned key accounts - on-shelf availability, planogram compliance, promotional display, pricing accuracy, and share of shelf.
• Manage execution of promotional activations in-store, coordinating with field sales, merchandising teams, and supply chain to ensure on-time and in-full (OTIF) delivery - especially during high-volume periods such as Ramadan where execution windows are compressed and shopper traffic is at peak.
• Conduct regular store visits and audits across the covered cities for the assigned accounts; hold retail partners accountable to agreed execution standards through structured reporting and escalation.
• Track and resolve out-of-stocks, voids, and compliance gaps promptly; manage the relationship with retailer operations and replenishment teams at each account.
• Ensure all in-store materials comply with SFDA regulations on labelling, claims, and promotional materials.

Modern Trade Operations - KSA

• Manage all operational aspects of the assigned key account relationships in KSA: forecasting, purchase order management, DC-level delivery coordination, returns handling, and claims resolution.
• Coordinate with supply chain and demand planning to provide accurate volume forecasts by account, DC, and SKU - accounting for seasonal uplift during Ramadan (typically 3-5x baseline for core categories), Eid, and National Day.
• Oversee the deductions and commercial claims management process for the assigned key accounts, ensuring timely resolution and minimising unapproved deductions; manage the reconciliation process at month-end and post-promotional periods.
• Manage operational compliance with each assigned retailer's specific EDI, portal, and administrative requirements (e.g. Panda's supplier portal, Carrefour/MAF systems, BinDawood operational processes).

Maintain current account profiles for each retailer covering agreed terms, ranging by DC/region, promotional mechanics, execution standards, and key contacts.

Qualifications & Experience

• 8-10 years of FMCG commercial experience, with proven, hands-on experience directly managing large-format modern trade accounts within KSA or GCC markets.
• Strong negotiation skills with direct experience closing annual trading terms with large KSA retail buyers.
• Hands-on understanding of in-store execution, merchandising standards, and the operational requirements of KSA retail supply chains (multi-DC, regional distribution, retailer portal compliance).
• Proficiency in account P&Ls in SAR, trade spend optimization, and demand forecasting with KSA seasonal uplift profiles.
• Experience managing Ramadan commercial planning and execution; understanding of the compressed timelines and execution intensity of the Kingdom's peak trading period.
• High proficiency in Excel and commercial reporting tools; familiarity with Nielsen KSA, IRI, or retailer data portals preferred.
• Bachelor's degree required in Business, Commerce, or a related discipline.