Key Account Manager

Role summary

This full-time on-site role in Dubai is for a Key Account Manager reporting to the Sr. Director – Retail UAE. The position focuses on accelerating profitable revenue growth, meeting business targets, improving trade spend efficiency, delivering strong execution across the 4Ps, and keeping Days Sales Outstanding (DSO) on track.

In this role, you will set the commercial direction for assigned key accounts while also managing daily sales operations. The job calls for strong customer relationships, practical account planning, and the ability to turn customer needs into long-term, mutually beneficial partnerships.

You will work closely with teams across Trade Marketing, Supply Chain, Finance, Category Management, Marketing, and Customer Service to strengthen performance, unlock market potential, and improve in-store execution.

Sales strategy and business growth

• Create and roll out account-level sales plans that support revenue expansion, stronger profitability, and customer loyalty.
• Manage business plans for assigned accounts, including revenue, sales, trade investment, and expense control.
• Track volume, value, and profit goals to make sure account targets are achieved.
• Spot new growth opportunities across categories and channels together with customers and distributors.

Sales operations and execution

• Supervise the everyday work of Key Account Executives while ensuring company rules, processes, and performance expectations are followed.
• Drive assortment planning, portfolio expansion, product introductions, and the creation and implementation of Joint Business Plans.
• Hold regular performance reviews and business update meetings with the sales team.
• Partner with internal functions to provide smooth customer support and strong execution.
• Carry out market visits to review market conditions, execution quality, visibility, and competitor actions.
• Deliver targets related to sales, category performance, trade spend, and DSO.
• Follow credit policy requirements and support timely recovery of outstanding payments.

Customer relationship management

• Develop and maintain durable relationships with key customers and strategic business partners.
• Run business review meetings with customers and share insights, growth ideas, corrective actions, and category recommendations.
• Handle annual contract discussions and maintain senior-level customer connections.
• Resolve customer issues promptly and work to ensure high satisfaction levels.
• Introduce initiatives that strengthen category growth and create shared business value.

Trade marketing and commercial execution

• Support delivery of product, pricing, promotion, and placement goals across key accounts.
• Coordinate promotional plans, activations, and marketing campaigns within assigned accounts.
• Review campaign performance and suggest improvements to improve return on investment.

Market analysis and reporting

• Track market movements, customer changes, competition, and new business opportunities.
• Study EPOS and customer data to generate practical insights and action plans.
• Prepare account reviews, forecasts, performance reports, and strategic recommendations.
• Share account updates, risks, challenges, and opportunities with internal stakeholders and senior leaders.

Leadership and team development

• Coach, guide, and support Key Account Executives to improve performance and development.
• Complete performance reviews and provide clear feedback and growth plans.
• Promote a culture of accountability, teamwork, and continuous improvement.
• Contribute to talent development and succession planning efforts.

Budgeting and financial management

• Support account budgeting and business forecasting activities.
• Monitor financial performance against plan and highlight risks and improvement areas.
• Optimize trade investments and commercial spend to improve returns and profitability.

Special projects

• Lead or contribute to strategic initiatives and other projects assigned by management.
• Support wider business priorities and continuous improvement work.

Education and experience

A bachelor’s degree in Business Administration, Marketing, Sales, or a related discipline is required. The role calls for 6 to 8 years of sales experience, including 3 to 5 years in Key Account Management, Account Management, Area Sales Management, or a similar leadership position. Experience with Modern Trade, Key Accounts, or Distributor management in FMCG or Consumer Goods is preferred.

Hands-on commercial exposure with major retailers such as Abu Dhabi Coop, Union Coop, Sharjah Coop, Carrefour, and Lulu Hypermarket is an advantage. The ideal candidate should have demonstrated success in sales growth, negotiation, promotional planning, category development, and Joint Business Planning with modern trade customers. Arabic language fluency is mandatory.

Skills and competencies

The role requires strong capability in account planning, customer relationship management, trade marketing, category management, negotiation, commercial analysis, forecasting, performance tracking, market intelligence, stakeholder engagement, presentation, leadership, coaching, problem-solving, and decision-making.

About the company

Agthia Group is a major food and beverage company in the region with a growing international presence. It is publicly listed on the Abu Dhabi Securities Exchange and is part of ADQ. Founded in Abu Dhabi in 1978, the company now operates across several countries including the UAE, Saudi Arabia, Kuwait, Oman, Egypt, Turkey, and Jordan.

Its portfolio includes more than 35 leading brands across Water & Food, Snacking, Protein & Frozen, and Agri-Business, serving consumers in over 65 global markets. The business places sustainability at the center of innovation and has introduced several first-of-their-kind products to the market.

With more than 12,000 employees representing over 67 nationalities, the company promotes an agile and collaborative environment where people are encouraged to create impact. Employees are supported through competitive benefits, opportunities for growth, and a strong focus on learning and development.

What the role offers

You will be part of a team working in a fast-moving, purpose-driven environment with room to collaborate, learn, and contribute meaningfully to business growth and industry impact.