Title:  Manager-Sales Key Accounts (Regional)

Description: 

Job Summary

The role involves the development of Business Plan and execution of Sales Strategy and projects across markets, to achieve volume and revenue growth while ensuring profitability, by analyzing opportunities, signing new customers & managing existing customers by leading and aligning with sales teams across the region.

Roles & Responsibilities

  • Regional Corporate Account Management across MENA & Asia – Sales, Business reviews, NPDs, payments, deliveries, forecasting.
  • Ability to lead sales growth within QSR and across different markets in volume and revenues.
  • Managing Multiple global brands across different franchisee and franchisors
  • Managing various NPD projects with Key Global and Regional Accounts – KFC, Pizza Hut, Hardee’s, Papa Johns, Focus Brands & Domino’s in corporation with IFFCO group BU’s.
  • Develop healthy communication and negotiation process with all IFFCO Business units to fulfill customer objectives aligning with IFFCO policies.
  • Explore new QSR opportunities/new markets within and outside GCC
  • Lead, develop and ensure implementation of customer strategies that are aligned with overall business strategies and that support achievement of profitable sales objectives.
  • Improve customer performance and ROI through frequent business reviews.
  • Own responsibility for the customer marginal contribution and effectively manage to accomplish assigned financial objectives.
  • Learn all facets of customer and channel dynamics and use understanding to align on customer priority. Actively lead within food service channel working closely with cross-functional colleagues including customer service, finance, supply chain and new product development.
  • Utilize management for data analysis on variety of business drivers to improve results.
  • Develop customers project plans and ensure implementation across markets.
  • Monitor the development of timely and accurate Vol/Val of financial forecasts. 
  • Analyze customer portfolio to identify new SKU’s / solutions effective for new business potential.
  • Develop regional contractual business and implement across markets.
  • Establishing long-term effective business relationships with key decision makers in key accounts.
  • Follow customer payments and overdues and intervene where necessary to overcome problems.
  • Responsible for annual planning and budgeting for the Key accounts under his/her responsibility.

KPIs

  • Corporate account Management
  • Sales strategy
  • Value Share increase
  • New Projects and Customers
  • Budget Variance

Work experience requirement

  • 8 to 10 years’ experience in KAM role in the target markets, with proven track record of QSR KA management experience.
  • 7 years’ experience in FMCG, preferably dealing with food products sales

Qualification

  • Bachelor degree in business or management related field.
  • MBA degree in business or management related field plus Sales certifications

Competencies

Business Acumen
Financial Acumen
Knowledge of Value Chain Management
Sales and Distribution Strategy Management
Consumer Behavior B2B and B2C
Self and Team Management
Planning & Decision Making
Strategic Thinking
Change Management
Ownership & Result Orientation
Business Unit:  Food Services(GCC) (2016)
Business Group:  S&D(GCC) (240)