Key Account Manager

Job Purpose

This role is responsible for steering sales performance in the modern trade channel and building a lasting advantage across more than 150 SKUs at the point of purchase. It involves bringing together cross-functional teams, shaping practical action plans, and ensuring that execution stays aligned with business goals. The position also plays a key role in helping the modern trade team deliver against company targets while working closely with sales teams, area managers, and key account partners in a highly competitive retail environment.

Job Scope

The position covers relationship management, commercial negotiations, channel execution, budgeting, people coordination, and performance tracking across key retail accounts.

Key Accountabilities

• Own and grow relationships with major retail partners, including supermarkets and hypermarkets.
• Work with key customers such as Panda, Othaim, Carrefour, Danube, Bin Dawood, Tamimi, and other regional accounts to negotiate BDA agreements.
• Help design and roll out strategies that increase sales, expand market share, uncover new opportunities, and strengthen brand visibility in modern trade.
• Develop strong partnerships with retail stakeholders to keep operations smooth and objectives aligned on both sides.
• Negotiate trading terms with retailers, covering pricing, promotions, and product availability to secure beneficial agreements.
• Coordinate with trade marketing teams to plan and execute in-store promotions, displays, and campaigns that improve visibility and support sales growth.
• Track market movements, shopper behavior, and competitor activity, then adjust plans accordingly with the trade marketing team.
• Lead, coach, and motivate key account team members so they can handle both vertical and horizontal responsibilities effectively.
• Build and maintain relationships with key decision-makers at customer organizations.
• Assess and recommend the right sales organization structure, including the required headcount and capability mix.
• Monitor modern trade budget spend, ensuring it remains within approved limits and timelines while supporting channel objectives in coordination with trade marketing.
• Develop and standardize reporting and tracking tools, including memos and performance systems, to assess business outcomes and individual performance and identify opportunities early.

Operational Responsibilities

• Work closely with the area sales manager to communicate plans clearly to the modern trade team.
• Make sure collections are consistent with accounts receivable and review claims linked to activities.
• Verify that BDA commitments are executed correctly at store level.
• Coordinate with the merchandising team to maintain product availability and visibility in the market.
• Oversee modern trade operations so work is completed efficiently and in line with company procedures and policies.

People Management

• Supervise modern trade activities to ensure execution remains efficient and compliant with operating standards.
• Ensure team members receive the necessary training and development so they can meet required performance standards.

Working Relationships

Internal: Finance Manager, Supply Chain, Planning, Category Leaders, Finance Business Partners, Legal, Quality, Audit, Marketing, and Trade Marketing teams.

External: Key account stakeholders.

Qualifications and Experience

A bachelor's or master's degree in business administration is required. The role calls for 5 to 8 years of experience in sales, specifically within key accounts and the modern trade channel.

Technical Skills

• Account management
• BDA negotiation
• Channel operations
• Presentation skills
• Strategic thinking

Additional Information

This is a full-time onsite role based in Riyadh, Saudi Arabia. The opportunity is focused on modern trade and key account management within a fast-moving retail environment.