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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.
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
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
MBA degree in business or management related field is desirable
Competencies
Customer Centricity
Communicating effectively
Ownership & Result Orientation
Self and Team Management
Planning & Decision Making
Customer Management
Business Acumen – Financial and Commercial
Consumer Analysis & Insights / Marketing Research
Business Development
Sales & Marketing Management
Business Unit: S&D(UAE) (374)
Business Group: S&D(GCC) (240)
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