Leverage your abilities and join the dynamic team of a leading FMCG Distribution company in the Kingdom of Saudi Arabia.
We are looking for a results-driven Key Account Manager to be responsible for managing and growing strategic customer accounts within the FMCG, food distribution, retail, wholesale, and modern trade channels. The role focuses on building strong relationships with key clients, achieving sales targets, increasing product visibility, ensuring effective account planning, and driving revenue growth in line with company objectives.
In addition to managing key accounts, the role will oversee field sales execution, customer coverage, sales team follow-up, collections, and in-market implementation to ensure strong business performance across the assigned territory.
Key Accountabilities:
Key Account Management & Business Development
- 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 and territories.
- Prepare and execute account plans to increase sales volume, revenue, profitability, and market share.
- Negotiate annual agreements, commercial terms, promotional plans, pricing, product listings, and visibility opportunities with key customers.
- Identify new business opportunities within existing accounts and recommend initiatives to maximize account potential.
- Monitor customer performance, sales trends, stock levels, and product availability to ensure continuous business growth.
- Ensure proper implementation of trade promotions, in-store activations, displays, merchandising standards, and agreed commercial activities.
- Track competitor activities, market trends, customer needs, pricing changes, promotions, and channel developments, and share insights with management.
Field Sales Supervision & Execution
- Supervise and follow up with sales representatives and/or merchandisers to ensure customer visit plans, route coverage, sales activities, and in-market execution are completed as planned.
- Monitor daily sales activities, customer visits, order generation, collections, and field performance to ensure achievement of sales objectives.
- Ensure assigned customers are visited regularly and receive high service levels in line with company standards.
- Follow up on customer complaints, delivery issues, stock shortages, and service challenges, coordinating with relevant departments to resolve them.
- Support the execution of company sales programs and ensure proper implementation across assigned accounts and sales routes.
- Ensure sales team compliance with company policies, pricing guidelines, contracts, agreements, and approved sales procedures.
Team Development & Performance Follow up
- Provide coaching, guidance, and on-the-job training to sales team members to improve selling skills, customer service, product knowledge, and execution standards.
- Evaluate sales team performance, identify performance gaps, and recommend corrective actions or training needs.
- Support the development of sales targets for the team and follow up on individual and collective achievement.
- Motivate the sales team to improve productivity, customer coverage, and sales results.
- Coordinate with sales operations and management to ensure sales plans are properly communicated and executed.
Internal Coordination & Reporting
- Coordinate with internal teams, including sales operations, supply chain, finance, marketing, and merchandising, to ensure smooth execution of customer plans.
- Follow up on customer payments, credit limits, overdue balances, claims, and account reconciliations in coordination with the finance team.
- Prepare regular sales reports, forecasts, account reviews, customer updates, and performance reports for management.
- Maintain accurate customer records, visit plans, sales activities, collections, stock availability, and account information through the company’s reporting systems.
- Ensure proper documentation of customer agreements, pricing, promotions, claims, and commercial activities.
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.
