Key Account Manager - FMCG Distribution | Saudi Arabia

Overview

Key Accountabilities

• Manage and develop assigned key accounts, ensuring strong business relationships and long-term customer satisfaction.
• Achieve monthly, quarterly, and annual sales targets across assigned accounts.
• Prepare and execute account plans to increase sales volume, revenue, profitability, and market share.
• Negotiate annual agreements, commercial terms, promotional plans, pricing, listings, and visibility opportunities with key customers.
• Monitor customer performance, sales trends, stock levels, and product availability to ensure continuous business growth.
• Coordinate with internal teams, including sales operations, supply chain, finance, marketing, and merchandising, to ensure smooth execution of customer plans.
• Identify new business opportunities within existing accounts and recommend initiatives to maximize account potential.
• Ensure proper implementation of trade promotions, in-store activations, displays, and agreed commercial activities.
• Track competitor activities, market trends, customer needs, and channel developments, and share insights with management.
• Follow up on customer payments, credit limits, claims, and account reconciliations in coordination with the finance team.
• Prepare regular sales reports, forecasts, account reviews, and performance updates for management.
• Ensure compliance with company policies, pricing guidelines, contracts, and customer agreements.
• Maintain accurate customer records, visit plans, sales activities, and account information through the company’s reporting systems.

Knowledge, Skills, and Experience

• Bachelor’s degree in Business Administration, Sales, Marketing, or a related field.
• Minimum of 6-8 years of sales or key account management experience, preferably within FMCG, food distribution, beverages, retail, or consumer goods.
• Strong experience dealing with modern trade, wholesale, supermarkets, hypermarkets, or major retail accounts.
• Proven track record of achieving sales targets and managing strategic accounts.
• Strong negotiation, communication, and relationship management skills.
• Good understanding of sales planning, account management, trade promotions, pricing, and customer development.
• Ability to analyze sales data, identify opportunities, and prepare business reports.
• Strong coordination skills with internal departments and external customers.
• Excellent knowledge of the Saudi market, especially the Jeddah and Western Region market.