Senior Key Account Specialist

Job Purpose

Manage and grow business across both Modern Trade accounts (e.g., Panda, Danube, Carrefour, Othaim) and General Trade channels (independent retailers, grocery stores, and regional distributors). The role covers building strategic partnerships, developing and executing joint business plans, negotiating commercial terms, managing brand presence at point of sale, and ensuring successful execution of marketing and promotional campaigns to deliver volume, revenue, and profitability targets. The Senior Specialist also contributes to guiding and developing junior team members.

Key Responsibilities

Modern Trade

1. Build and maintain strong relationships with key accounts in modern trade channels.
2. Identify growth opportunities per account through range optimization, shelf positioning, and promotional activities.
3. Manage the full account lifecycle — from new product listings to in-store activity execution.
4. Develop Joint Business Plans (JBP) per account aligned with the company's sales and marketing objectives.
5. Negotiate commercial agreements including listing fees, discounts, promotional budgets, and visibility investments.
6. Ensure compliance with approved Planograms, pricing strategies, and stock availability.

General Trade

1. Manage and develop a network of distributors, independent retailers, and grocery stores across assigned territories.
2. Ensure adequate geographic coverage and consistent product availability across traditional trade outlets.
3. Monitor distributor performance and ensure adherence to approved distribution and pricing standards.
4. Execute trade promotions tailored to the general trade environment and strengthen shelf presence.
5. Build strong relationships with shop owners and traders to drive loyalty and expand distribution reach.

Shared Responsibilities

1. Achieve monthly, quarterly, and annual targets (volume, revenue, and market share) across both channels.
2. Execute promotional plans, seasonal campaigns, and new product launches.
3. Conduct regular field visits to monitor in-store execution quality and track competitor activity.
4. Monitor and control trade spending within approved budgets and deliver effective ROI.
5. Analyze sales performance by account, category, and SKU, and provide recommendations for improvement.
6. Collaborate with Trade Marketing, Finance, Supply Chain, and Customer Service teams to ensure smooth operations.
7. Prepare and present regular performance reports, forecasts, and account reviews.
8. Mentor and support junior specialists in the team and share best practices.

The role may require performing tasks not listed above that are consistent with the overall objectives and responsibilities of the department.

Job Requirements

Education

Bachelor's degree in Business Administration, Marketing, or a related field.

Experience

5–8 years of experience managing Modern Trade and General Trade accounts within the FMCG sector, with at least 2 years in a senior or equivalent role. Proven track record of managing multiple trade channels and achieving sales growth.

Language

Fluency in both Arabic and English.