Key Account Manager

Position Overview

We are seeking a dynamic and results-driven Key Account Manager to oversee and expand our strategic retail partnerships. The ideal candidate will possess a robust background in the Fast-Moving Consumer Goods (FMCG) sector, coupled with exceptional negotiation capabilities, commercial insight, and the expertise to cultivate and sustain high-level relationships with senior stakeholders. This role is pivotal in driving revenue growth, market share expansion, and profitability for our organization through meticulous account management and strategic planning.

Core Responsibilities

• Strategic Account Management: Develop and execute comprehensive account plans for high-value clients, ensuring alignment with overarching business objectives to foster sustainable growth.
• Stakeholder Engagement: Act as the primary liaison for key accounts, cultivating long-term partnerships and ensuring client satisfaction through proactive communication and relationship management.
• Business Planning & Forecasting: Create and implement annual business plans in accordance with Philips’ sales and marketing strategies, including the negotiation and finalization of Joint Business Plans (JBPs) that align with organizational objectives.
• Revenue & Profitability Growth: Drive revenue enhancement, market share expansion, and profitability within assigned accounts by negotiating commercial terms, pricing structures, and promotional frameworks.
• Contract & Pricing Negotiation: Lead negotiations on contracts, pricing strategies, and promotional agreements to ensure mutual benefit and sustained growth.
• Cross-Functional Collaboration: Partner closely with internal teams such as Marketing, Supply Chain, and Finance to deliver tailored, customer-centric solutions that align with business goals.
• Data Management & Reporting: Ensure the accuracy and completeness of customer and historical data, including plans, promotions, budgets, discounts, off-take, spend, and inventory. Translate marketing initiatives into actionable commercial proposals and sales forecasts for assigned customers and channels.
• Field Execution & Monitoring: Oversee the implementation of channel plans, focusing on visibility, pricing, and promotions. Conduct regular market visits to assess trends, competitor activity, and consumer insights, while evaluating in-store merchandising and promotional execution to ensure adherence to standards.
• Budget & Financial Oversight: Manage trade marketing budgets and promotional expenditures with a strong emphasis on return on investment (ROI). Coordinate with internal and external stakeholders, including the finance team, to process customer claims efficiently and ensure timely rebate, compensation, and incentive payments in accordance with agreed plans.
• Performance Tracking: Prepare and present regular sales forecasts, budget plans, and performance reports to internal and external stakeholders to facilitate informed decision-making.

Qualifications & Skills

To excel in this role, candidates must meet the following criteria:

• Education: Bachelor’s or Master’s degree in Business Administration, Marketing, Sales, or a related field.
• Experience: Minimum of 5+ years in account management, client relationship management, partner sales operations, or business development, with a preference for candidates from the FMCG, Beauty & Personal Care, or Consumer Electronics & Appliances industries.
• Languages: Fluency in both English and Arabic is required.
• Negotiation & Analytical Skills: Exceptional negotiation, persuasion, and influencing abilities, with a proven track record of achieving mutually beneficial outcomes. Strong financial acumen and analytical skills to interpret sales data, market insights, and promotional effectiveness.
• Communication & Interpersonal Skills: Excellent verbal and written communication skills, with a natural aptitude for building and maintaining relationships. A customer-centric approach is essential.
• Technical Proficiency: Proficiency in CRM software (e.g., Salesforce), Microsoft Office Suite (particularly Excel), and sales forecasting tools.

Work Environment & Culture

We foster a collaborative and inclusive work environment where teamwork and innovation are celebrated. As a Key Account Manager, you will have the opportunity to work alongside a diverse group of professionals, contributing to the company’s success through strategic initiatives and relationship-driven outcomes. Our office-based tea...