National Key Account Manager

Americana Foods; Jeddah; On-site; SAR 300,000 - 520,000; Full time

Job summary

Americana Foods seeks a National Key Accounts Manager to drive the modern trade agenda for 3–4 leading KSA accounts. You will translate channel strategy into account plans and manage day-to-day execution from terms to in-store standards.

You will own account P&Ls, lead Ramadan/Eid/National Day campaigns, negotiate terms, and coordinate multi-DC supply to ensure on-time, compliant listings.

Qualifications

• 8–10 years of FMCG commercial experience, with hands-on management of large-format modern trade accounts in KSA or GCC
• Strong negotiation skills with experience closing annual trading terms with large KSA retail buyers
• Hands-on understanding of in-store execution, merchandising standards, and operational requirements of KSA retail supply chains
• Proficiency in account P&L management in SAR, trade spend optimization, and demand forecasting with KSA seasonal uplift
• Experience managing Ramadan commercial planning and execution; understanding peak trading period timelines
• High proficiency in Excel and commercial reporting tools; familiarity with retailer data portals preferred
• Bachelor's degree in Business, Commerce, or a related discipline

Responsibilities

• Develop and own annual account plans for 3–4 key accounts in KSA, translating channel strategy into account-level targets and distribution objectives
• Own and manage account-level P&Ls in SAR, tracking net revenue, trade spend, gross profit, and target attainment monthly
• Manage account sales targets across all SKU portfolios and regions, escalating risks to Head of Modern Trade
• Conduct structured business reviews with buying and commercial teams at each retailer, presenting performance data and forward plans
• Lead and close annual trading term negotiations within the approved commercial and financial framework
• Negotiate promotional programmes, listings, new product introductions, gondola end and display bookings
• Manage new product listing negotiations across KSA retail accounts, securing distribution commitments and launch support
• Navigate multi-stakeholder buying processes at major KSA retailers (Panda, BinDawood, Al Othaim)
• Ensure all negotiated agreements are documented and tracked against deliverables; maintain records
• Own in-store execution standards, promotions, and OTIF delivery, across the assigned accounts
• Track out-of-stocks, voids, and compliance gaps; coordinate with retailer operations and replenishment teams
• Ensure in-store materials comply with SFDA regulations on labeling and promotions
• Forecasting and demand planning coordination with supply chain; manage deductions and commercial claims; maintain term profiles

Skills

Negotiation

Account management

In-store execution

Forecasting

Excel proficiency

Data analysis

KSA market knowledge

Education

Bachelor's degree (Business/Commerce)

Tools

Nielsen KSA

Retail portals

Job description

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&L management in SAR, trade spend optimisation, 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.