Key Accounts Manager

Title: Key Accounts Manager (Retail & Food Service) — FMCG / Food & Beverage

Location: Riyadh, KSA (GCC experience preferred)

Employment Type: Full-time, Senior

About the Role:

We’re hiring a seasoned Key Accounts Manager to own growth and relationship management across Modern Trade (MT) and Food Service/HORECA. You’ll drive listings, promo ROI, and on-shelf excellence while aligning with supply chain to deliver service and freshness targets in chilled/frozen and dry categories.

Key Responsibilities:

• Own revenue, margin, and share for named key accounts (e.g., Carrefour, Lulu, Panda, Tamimi, Danube) and major HORECA/QSR groups.

• Build and execute JBPs: assortment, pricing, trade terms, promo calendar, and new product launches.

• Ensure OTIF service with Supply Chain; manage FEFO/expiry, MSL requirements, and cold-chain realities.

• Run demand forecasts with S&OP; minimize returns, claims, and write-offs.

• Lead negotiations, contracts, and annual terms; manage trade spend effectiveness and deduction control.

• Drive category management: shelf standards, planograms, visibility, and activation.

• Manage distributors/3PL where applicable; track route-to-market KPIs.

• Use data (sell-in/sell-out, Nielsen/IRI/market reads, Power BI) for decisions and course correction.

• Coach and develop KAE/Merchandising teams; drive field execution and compliance.

Qualifications (must-have):

• Bachelor's degree required (Business, Supply Chain/Operations, or related).

• 10+ years total experience with strong track record managing national/key accounts in FMCG/F&B; recent senior KAM leadership preferred.

• Relevant SCM certifications (e.g., APICS CSCP/CPIM, Lean Six Sigma, PMP-operations track) are important.

• Strong command of Arabic and English (written & spoken).

• GCC experience preferred with knowledge of local retail/HORECA dynamics and regulations.

• Proficiency with ERP/CRM (Odoo/SAP/SFDC) and collaboration with WMS/Logistics teams.

• Excellent negotiation, contracting, financial acumen, and stakeholder management.

What We Offer:

• High-impact commercial role with autonomy across MT and Food Service.

• Competitive package and performance-linked incentives.

• Platform for growth across brands, channels, and markets.