Title:  Key Account Manager

Job Summary

Management of sales activities within UAE for Modern Trade. This includes direct supervision of Area Development Managers & Area Development Supervisors, achievement of sales targets, management of customers within the area assigned, development of business, management of territory and category profitability. 

Roles & Responsibilities

• Achieve Monthly sales & yearly targets as per AOP
• Quarterly business reviews with key assigned customers
• Track and manage spending per customer
• Complete ownership of the Business Development Agreements (BDA’s); negotiation to implementation.
• Strategic inputs for Brand wise / Category wise / Outlet wise target plan.
• Responsible for team performance and developing own team.
• Present periodic business reviews by analyzing sales data, and performance against annual plans.
• Responsible for updating TMI contract module & TDA process on time for all contractual customers.
• Timely EPOS analysis and action plan
• Direct and daily supervision of the team activities  
• Align with various category stakeholder on initiatives and achievements 
• Maintain and improve share of shelf by improving distribution coverage as stipulated in the annual objectives 
• Relationship Management – Internal and External
• Conduct regular market visits and route rides with the team
• Develop strategies and objectives for the assigned territory for the Annual Operating Plan.
• Conduct weekly review meetings with the team to work over agendas and actionable plans
• Report and monitor competition activities
• Proactively Planning all the Promotions for better execution
• Planning and Forecast for IFFCO brand by SKU wise
• Product Execution, Product Listing & Availability
• Tracking GRV's within stipulated budget spend & Using trade budget effectively.
• Ensure all rental displays are followed and adhered by the customers and merchandisers.
• Ensure store level merchandising as per the planogram defined by category.
• Ensuring replenishment of products and FIFO management in a timely manner.
• Responsible for the collection of receivables from the market and ensure smooth sales transactions
• To ensure reduction in damages / expiries and sales returns from the market within the set targets.
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KPIs

• Value & Volume Target
• BDA negotiation & closure
• Ageing & Collection
• Achievement of expiries/damages/market returns within set targets
• NPD listing
• Territory Growth
• Weighted and numeric distribution 
• Product availability and visibility 
• TMI management
• Route Profitability

Work experience requirement

Overall 5 to 7 years’ experience in similar role in the UAE, management experience
Minimum of 5 years’ experience in FMCG, preferably dealing with food products sales

Qualification

Must have a Bachelor degree in business or management related field.
MBA degree in business or management related field is desirable
 

Competencies