Senior Key Account Manager - Modern Trade

Position Overview

We are seeking a highly motivated and results-driven Senior Key Account Manager – Modern Trade to join our dynamic sales team. In this pivotal role, you will be responsible for executing our sales strategy to achieve and exceed monthly and quarterly targets while fostering strong, long-lasting relationships with key customers. Your expertise in sales planning, promotional execution, and strategic account management will be instrumental in driving revenue growth and expanding our market presence within the modern trade channel.

Key Responsibilities

Sales Planning and Strategy

The Senior Key Account Manager will collaborate closely with the Channel Manager to develop and refine the annual sales budget, ensuring detailed sales targets are set for each key account. You will prepare, propose, and rigorously control the financial and resource requirements necessary to meet these targets. Your strategic acumen will be critical in implementing the company’s sales strategy and developing comprehensive account plans designed to achieve sales objectives while expanding our customer base. Additionally, you will lead and mentor the key account management team, setting clear performance objectives and monitoring progress to ensure alignment with organizational goals. Regular reporting on account status and sales forecasts will be provided to senior management to facilitate informed decision-making.

Sales Operations and Promotional Execution

This role demands a hands-on approach to achieving sales and collection targets through meticulous planning and execution. You will oversee the development and implementation of promotional calendars, ensuring 100% on-shelf availability and adherence to agreed shelf space allocations as per customer contracts. Preparing and presenting quarterly business review reports to customers will be a key responsibility, highlighting achievements by brand and branch while offering strategic recommendations to capitalize on opportunities and address challenges. You will support the Modern Trade (MT) Channel Managers in building and executing these promotional calendars, ensuring flawless in-market execution. Conducting quarterly reconciliations will be essential to prevent disputes or overbilling, while reducing bad returns through proactive tracking and reporting to management on a monthly basis. Regular visits to customer headquarters and branch locations will ensure prime product placement and maintain strong stakeholder relationships.

Stakeholder Relationship Management

Building and maintaining excellent relationships with customers is a cornerstone of this role. You will conduct regular business reviews with customers, ensuring robust communication across all levels, including buyers, category managers, supply chain teams, accounting, and store managers throughout the Kingdom of Saudi Arabia (KSA). Your ability to navigate complex stakeholder dynamics and foster collaborative partnerships will be vital to sustaining long-term business growth.

Qualifications and Experience

Education and Skills

• A Bachelor’s degree in Business Administration, Marketing, or a related field is required. A Master’s degree will be considered an advantage.
• Proficiency in MS Excel, PowerPoint, and Word is essential for data analysis, presentation, and reporting.
• Fluency in both written and verbal Arabic and English is mandatory.

Professional Experience

Applicants must possess a minimum of 10 years of progressive sales experience within the Fast-Moving Consumer Goods (FMCG) sector, with at least 4 years dedicated to Key Account Management. A proven track record of successfully managing key accounts, driving sales growth, and executing promotional strategies in the modern trade channel is required. Experience in the FMCG industry within the KSA market is highly desirable.

Why Join Us?

As a Senior Key Account Manager, you will play a pivotal role in shaping the success of our organization by driving sales performance, expanding our customer base, and strengthening our market position. This is an excellent opportunity for a seasoned sales professional to leverage their expertise in a dynamic and rewarding environment while contributing to the growth and success of a leading FMCG company.