Sales Director Key Account

About the company:

Since 1979, Radwa's success and reputation have been earned by providing premium quality foods to match and surpass the world's highest standards.

Throughout Radwa’s history we have remained at the forefront of chicken rearing, production and distribution and are acknowledged as the leading provider of premium chicken products in KSA and throughout the region, providing a high quality, self-sufficient and sustainable source of food.

About the Role:

The Key Accounts Director will be responsible for driving growth and strengthening the company’s presence in the KSA retail market, focusing on key accounts for poultry (fresh and frozen), as well as non-poultry food categories. This role requires in-depth knowledge of the Saudi retail landscape, strong relationships with major retailers in KSA and GCC, and proven experience in leading high-performing teams. The ideal candidate will have a successful track record in key account management and team leadership in the FMCG sector, particularly in fresh and ultra fresh categories, with additional expertise in planogram design, on-the-ground execution, contract negotiation, promotional forecasting, finance and credit control, and distribution planning.

Key Responsibilities:

Key Account Management:

• Develop and execute account management strategies for key retail partners of SRFC.
• Build and maintain strong, long-term relationships with key decision-makers in major retail accounts, particularly in fresh and ultra fresh product categories.
• Negotiate and manage key customer contracts, ensuring favourable terms for both parties.
• Maximize sales and profit growth within the key accounts, identifying opportunities for cross-selling and upselling within poultry (fresh and frozen) and non-poultry food categories.
• Coordinate with the sales team and marketing department to ensure that product launches, promotions, and activities are aligned with retailer expectations and drive sales.
• Work closely with retail partners to ensure accurate forecasting, order management, and stock availability.
• Monitor account performance against targets, providing reports and analysis to senior management.

Planogram Design and Execution:

• Design and optimize planograms for retail displays, ensuring products are strategically placed for maximum visibility and sales impact.
• Work closely with retailers to ensure proper execution of planogram designs in-store, including maintaining appropriate stock levels and visual merchandising standards.
• Ensure that products are effectively positioned within each retail outlet to meet sales goals and customer preferences.
• Monitor in-store execution and adjust as needed to optimize the product presentation, in alignment with promotional activities.

Team Leadership and Development:

• Build, develop, and lead a high-performing team of key account managers and sales professionals.
• Provide coaching to subordinates in the effective management of retail accounts, helping them develop skills in account management, relationship building, and strategic planning.
• Foster a culture of collaboration and accountability within the team.
• Ensure the team is aligned with the company’s strategic objectives, focusing on key account growth, customer satisfaction, and operational efficiency.
• Conduct regular performance reviews and set clear performance targets for the team.
• Lead by example in terms of customer relationship management, problem-solving, and meeting sales objectives.

Market and Competitive Analysis:

• Stay abreast of market trends, competitor activities, and customer preferences within the FMCG food sector.
• Analyse market conditions and develop strategies to optimize the company’s positioning within key retail accounts.
• Identify gaps in the market for new product offerings, working closely with the product development and marketing teams.
• Track key performance metrics and develop action plans for continuous improvement in key account performance.

Collaboration with Internal Teams:

• Coordinate with the Trade Marketing and Merchandising teams to best achieve company distribution and sales objectives.
• Work cross-functionally with the marketing, logistics, and supply chain teams to ensure the efficient execution of sales strategies and customer satisfaction.
• Coordinate with the finance team to ensure the timely and accurate execution of contracts, billing, credit control, and payment collections.
• Collaborate with the R&D team to tailor products and services to meet customer demands and expectations.

Promotional Forecasting and Distribution Planning:

• Develop and manage promotional plans, forecasting demand for promotions and ensuring alignment with overall sales and supply chain strategies.
• Work closely with logistics and distribution teams to plan and manage inventory and ensure on-time product deliveries for promotions and key accounts.
• Ensure smooth and efficient distribution operations, optimizing stock levels and minimizing stockouts or overstock situations.

Qualifications and Skills:

Education:

• Bachelor’s degree in business administration, Sales, Marketing, or a related field.
• Master’s degree or MBA is a plus.

Experience:

• 10+ years of experience in key account management, sales, or business development, with at least 5 years in a leadership role.
• Extensive experience in the KSA retail market, with demonstrable relationships with major retailers in KSA and GCC.
• Proven track record in FMCG sales, particularly in fresh and ultra fresh categories (poultry, dairy, produce, etc.).
• Strong experience in planogram design and on-the-ground execution, ensuring product placement is aligned with sales and marketing goals.
• Experience in contract negotiation, promotional forecasting, finance and credit control, and distribution planning.
• Experience in managing complex negotiations, strategic partnerships, and customer relationships.
• Strong leadership and team-building experience, with a focus on developing high-performing teams.

Skills:

• Exceptional interpersonal and communication skills, with the ability to build and maintain relationships with key stakeholders.
• Strong strategic thinking and problem-solving abilities.
• Excellent leadership and team management skills.
• Strong analytical skills, with the ability to interpret sales data, market trends, and customer behaviour to inform strategy.
• Proven ability to drive results in a fast-paced, competitive environment.
• Ability to develop and manage budgets, forecasts, and performance metrics.
• Fluency in Arabic and English.

Why Join Us?

• Work with a leading company in the FMCG and poultry sector in Saudi Arabia.
• Be part of a dynamic team driving growth in one of the most competitive retail markets.
• Lead and mentor a team of professionals, shaping the company’s success in the retail space.
• Competitive compensation package with opportunities for career growth and development.